Small Business
Top stories summarized by our editors
2/22/2018

Companies that want to benefit from their Instagram presence should strive to feature images that tell a story, writes Giles Thomas. Every post should endeavor to either educate, entertain, motivate or help your followers solve a problem.

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HubSpot
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Giles Thomas, Instagram
2/22/2018

Companies must first define their goals and value proposition before sales leaders can develop an improved sales and marketing strategy, writes Lee Frederiksen. As part of your assessment, consider your current resources when changing sales strategies and make sure the strategy you choose aligns with your company's strengths.

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RAIN Group Sales Blog
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Lee Frederiksen
2/22/2018

The first thing a sales representative must do to build trust with a prospect is to care more about the buyer's needs than their own, writes Diane Helbig. Sales reps should not assume anything about potential buyers, choosing instead to listen attentively to a prospect's concerns and questions.

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Small Business Trends
2/22/2018

Microsoft, SAP and Oracle have joined companies such as Salesforce and Workday in prioritizing customer success over customer satisfaction, loyalty and other metrics. The companies are implementing changes that include compensating salespeople based upon business success and new programs that allow for better customer-to-customer interactions, writes Bob Evans.

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Forbes
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Salesforce, Bob Evans, Microsoft, SAP, Oracle
2/22/2018

To avoid the user problems that have plagued interactive voice response systems, chatbots must supplement the performance of human workers, not replace them. Chatbots can be used to determine the nature of customers' questions and quickly forward them to the appropriate customer service representatives, writes Ian Jacobs.

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DestinationCRM
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chatbots, Ian Jacobs
2/22/2018

Far from breathing a sigh of relief, the employees left behind after a round of layoffs often experience heightened anxiety that can cut into productivity. Several steps can help mitigate the damage, beginning with providing as much information about the layoffs as possible, plus what to expect in the future.

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Fast Company online
2/22/2018

An effective sales funnel should include a variety of offerings to appeal to different types of clients and customers. Amanda Abella explains the three steps needed, all of which focus on the journey.

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Due Payments Blog
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Amanda Abella
2/22/2018

Consider having newer employees assist with the onboarding process rather than relying on veterans, write Adrian Gostick and Chester Elton. The process may seem risky, but it will encourage newer employees to ask productive questions and offer a fresh perspective on the work.

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Fast Company online
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Chester Elton, Adrian Gostick
2/21/2018

Ana Madan, who owns eight McDonald's locations in New Jersey, recently received the company's "People Award," which recognizes operators who demonstrate "the ability to recruit, develop, train and retain qualified personnel." Madan, who was born in Cuba, is a second-generation McDonald's franchisee.

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McDonald
2/21/2018

The Trump administration has proposed a rule allowing for the sale of short-term insurance for periods of up to 12 months. "This is one step in the direction of providing Americans health insurance options that are more affordable and more suitable to individual and family circumstances," said Health and Human Services Secretary Alex Azar.

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Kaiser Health News
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Alex Azar, Trump administration