TradeBriefs Editorial

From the Editor's Desk

Are you sleeping enough? This infographic shows how you compare to the rest of the world

Sleep quality, patterns, and duration may vary among countries, but one thing's clear - people still aren't getting enough sleep. While some people can function on a few hours, others find themselves reaching for that second cup of morning coffee instead of getting those extra Z's.

Today's graphic comes from Raconteur and highlights some startling takeaways from the 2019 Philips Global Sleep Survey, answered by over 11,000 adults from 12 countries.

Let's settle in to discover what impacts our sleeping habits, also known as sleep hygiene, and what helps people sleep better and longer.

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TradeBriefs Editorial

From the Editor's Desk

Why "Tell Them Something They Don’t Know" Is Bad Advice in B2B Sales

Few people in sales would dispute the importance of bringing insights to customer conversations. One might call this the Jane Austen rule of selling: a seller in possession of a desired prospect must be in want of a relevant insight. Or as one executive says to sellers who call on him: "Your job isn't to ask me what keeps me up at night. It's to tell me what should be."

Over the years, we've observed many salespeople who successfully make developing and delivering meaningful insights a core part of their approach. Their experience and our research indicate that, at a minimum, you need to do more than "tell people something they don’t know." That approach can lead you to develop irrelevant factoids. Instead, we suggest crafting a strategy based on whom you're talking to and where you are in the sales cycle.

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TradeBriefs Editorial

From the Editor's Desk

How Life Became an Endless, Terrible Competition

In the summer of 1987, I graduated from a public high school in Austin, Texas, and headed northeast to attend Yale. I then spent nearly 15 years studying at various universities - the London School of Economics, the University of Oxford, Harvard, and finally Yale Law School - picking up a string of degrees along the way. Today, I teach at Yale Law, where my students unnervingly resemble my younger self: They are, overwhelmingly, products of professional parents and high-class universities. I pass on to them the advantages that my own teachers bestowed on me. They, and I, owe our prosperity and our caste to meritocracy.

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