Study: People avoid critics | How to pick the right lead-generation channel | Steps to better sales and marketing alignment
September 20, 2016
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Study: People avoid critics
Study: People avoid critics
Individuals tend to stop associating with others who provide critical feedback, according to researchers at Harvard Business School and the University of North Carolina at Chapel Hill. People avoid such relationships because they prefer feedback that reinforces positive views of their abilities, the researchers said.
Harvard Business Review online (tiered subscription model) (9/16) 
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Sales Strategies
How to pick the right lead-generation channel
Sales lead generation must start with deciding which types of prospects your product is a great fit for and how much you can afford to pay to chase each lead, writes Elliot Kolt. Afterward, you can decide which channels to rely on for lead generation.
Business 2 Community (9/19) 
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Steps to better sales and marketing alignment
Steps to better sales and marketing alignment
The first step to properly aligning sales and marketing is to establish common goals and develop the framework necessary to reach them, writes Jim Thorburn. Don't forget to agree upon which data sources will be used and define shared terms such as "qualified lead" to avoid confusion, Thorburn writes.
MarTech Advisor (9/19) 
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Sales teams must evolve their approach
Sales departments that rely on "command and control and bullying tactics" instead of solid coaching and ethical sales tactics undermine the entire field and hurt their employees, writes Sue Barrett. Replacing such tactics with "better selling practices and cultures" will lead to improved client outcomes and sales performance in the long run, Barrett writes. (Australia) (9/19) 
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Daily Data Points
Postelection trade wars could cost millions of jobs
Post-election trade wars could cost millions of jobs
(Olivier Douliery/Getty Images)
Donald Trump's efforts to roll back international trade treaties and impose tariffs on Chinese and Mexican imports would spark a trade war, trigger a fresh recession and leave 4 million Americans out of work, according to a nonpartisan report. "His policies place at risk the livelihoods of millions of Americans, most of whom probably do not think of their jobs as tied to international trade," say researchers from the Peterson Institute for International Economics.
The Washington Post (tiered subscription model) (9/19) 
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On the Road
Alaska Airlines tests self-service baggage technology at LAX
Alaska tests self-service baggage technology at LAX
(Gabriel Bouys/AFP/Getty Images)
Alaska Airlines is testing a Scan and Fly self-service baggage drop program at Los Angeles International Airport. For two months, the airline will test six self-service lanes for checked baggage.
Alaska Airlines Blog (9/16) 
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TSA hired more screeners to keep summer lines short
(Scott Olson/Getty Images)
The Transportation Security Administration kept summer checkpoint lines short by hiring 1,368 new screeners, promoting 1,865 part-time workers to full-time status and redeploying some screeners to the busiest airports.
Los Angeles Times (tiered subscription model) (9/17) 
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App Update
Altify Max aims to help move deals forward
Altify believes that the addition of augmented intelligence capabilities makes its Altify Max business-to-business sales platform a winner. With the use of augmented intelligence, "Altify Max has become a personal sales coach who taps a salesperson on the shoulder and points out what they should do next to win the deal," said Altify CEO Donal Daly.
BetaNews (9/19) 
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Making Small Talk
Microcephaly 50 times more likely in babies exposed to Zika
Babies exposed to the Zika virus in utero are about 50 times more likely to be born with microcephaly than babies who haven't been exposed, according to preliminary findings published in The Lancet Infectious Diseases. The results were so overwhelming that researchers decided to publish them ahead of a much larger, ongoing study.
The Scientist online (9/16) 
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Relationships are the beating heart of the buying decision.
--Jim Thorburn, writing for MarTech Advisor
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