If I could give salespeople training in only one thing, I would pick any of the fifteen things on this list before I would train them on “social selling.”How to Cold Call and Book Appointments: There isn’t anything higher on this list because cold calling is what would improve most salespeople’s results faster than anything else.How to Overcome Objections (or Resolve Concerns): No matter how good you are, without the language and rationale to deal with objections, you aren’t creating or winning an opportunity.How to Differentiate Themselves and Their Company: I’ve never asked a salesperson what make their company different and gotten a compelling response, even when their leadership team believes they know their differentiators.How to Leverage the Buying Cycle: Salespeople would benefit more from knowing how to serve their dream clients as they go through the stages of buying more than anything they might learn about Twitter.How to Understand What Makes an Opportunity: Unless and until your dream client agrees to pursue change with you, you don’t have an opportunity.Why They Need to Follow Their Process: Most companies don’t follow a process, and neither do their salespeople. I’d teach them why they should follow it and how it helps them win.How to Target and Nurture Their Dream Clients: Too little time, too many prospects. You have to focus on the clients for whom you create the most value. You need to nurture those relationships.How to Plan a Sales Call: Honestly, most salespeople don’t plan their sales calls at all. It’s a mistake to waste a client interaction.How to Open a Sales Call: Without the ability to open a sales call effectively, you quickly come across as an amateur and a time waster.How to Do Good Discovery: Without understanding your dream client’s most strategic needs, it’s difficult to be compelling, and it’s more difficult to frame your solution.How to Gain Commitments: First, most salespeople don’t know all the commitment they need, and when they do, they don’t have the language to gain those commitments. I’d teach them to close.How to Build Consensus: No one builds consensus on LinkedIn. Complex sales require consensus. Without it, you lose to the status quo.How to Think Like a Businessperson: In B2B sales, business acumen and situational knowledge are what allows you to create value. I’d teach this before I’d let the salesperson flounder around on Facebook.How to Tell a Story: One of the ways you prove how what makes you different makes a difference for your clients is through the stories you tell. Tweet that.How to Negotiate: Most salespeople crumble at the first question about price. I’d teach them to negotiate around value.I could extend this list by another 15 competencies salespeople need more than they need social selling. If you want to build a personal brand that stands the test of time, being good at what you do counts for more than being known.
The devil is in the detail: small-scale sexual segregation despite large-scale spatial overlap in the wandering albatross
Sexual segregation in foraging habitat occurs in many marine predators and is usually attributed to competitive exclusion, different parental roles of each sex or niche specialisation associated with sexual size dimorphism. However, relatively few studies have attempted to understand the patterns and underlying drivers of local-scale sexual segregation in marine predators. We studied habitat use, diet and feeding ecology of female and male wandering albatrosses Diomedea exulans, fitted with GPS and stomach-temperature loggers during the chick-rearing period (austral winter) at South Georgia in 2009. During this period, when oceanographic conditions were anomalous and prey availability was low in waters near the breeding colony, the tracked wandering albatrosses showed high consistency in their foraging areas at a large spatial scale, and both males and females targeted sub-Antarctic and subtropical waters. Despite consistency in large-scale habitat use, males and females showed different foraging behaviours in response to oceanographic conditions at a smaller scale. Males appeared to be more opportunistic, scavenging for offal or non-target fish discarded by fishing vessels in less productive, oceanic waters. They exhibited sinuous movements, feeding mostly on large prey and consuming similar amounts of food during the outbound and return parts of the foraging trip. In contrast, females targeted natural productivity hotspots, and fed on a wide variety of fish and cephalopods. They commuted directly to these areas; most prey were ingested on the outbound part of the trip, and they often started their return after ingesting large prey at the farthest point from the colony. Together, these results indicate that sexual segregation in core foraging areas of wandering albatrosses is driven by sex-specific habitat selection due to the low availability of prey in local Antarctic waters. This segregation results in different feeding behaviour at local scales which may be explained by differing breeding roles and degree of parental investment by each sex, with females investing more than males in reproduction. Further investigations are necessary to confirm the existence of this pattern through time under contrasting environmental conditions and to identify the drivers responsible for local-scale sexual segregation in wandering albatrosses.