Creating content is hard. I know I struggle with it. It seems even more difficult for those of us in the small business world. We all wear a lot of hats and trying to find time to create useful content can sometimes seem impossible. When I finally do find time to put on my writing hat, I need to make sure I’m factoring LinkedIn into the equation. One of the easiest and most effective ways to do that is by using LinkedIn. LinkedIn Now Has 500 Million Users We can start with th

As a small business owner you know that your customers are the key your business? Now, do you really understand what is motivating them to buy from you? This HBR webinar on The Elements of Value aims to look at the values that influence a consumer’s purchasing decisions, albeit on a larger scale. Here at Change Connect we’re going to take make it relevant for small-business and see how you can put this concept to work. First you need to understand what the Elements of Value

On average, in 30 seconds, your customer has made up his / her mind whether there is a business opportunity on hand or not. Now, you see the importance of a carefully crafted 1-min pitch? Summarized our pointers below for your reference: Starting with a Blank Slate and asking questions You are given 1-minute from the moment you start your pitch. Make no assumptions. The only way to make the minute relevant is by asking questions - Ask open ended questions; for example, “W

We conducted a quick survey around the office, only 30% of our sales people do post-call reviews. Let me be the first to tell you - Post-call is equally as important as pre-call. Here are the best practices to get you started: 1. Do it as soon as possible. Grab that wifi from Starbucks and go into your CRM right away. The biggest trap is either not doing it at all or postponing post-call review so long that it just turns into an exercise of completing a call report for

Call planning is a widely adopted best practice. The benefits are well documented – increased sales, better engagement, more relevant discussions. The biggest barrier is the perceived amount of work that goes into each call. Let’s talk about pre-call planning for now: 1. Determine the call objectives. The first step in pre-call planning is setting the objective for the call. The objective should be formulated in terms of the commitment desired from the customer that m