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November 9, 2012
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The Leaderboard 
  • Avoid making excuses and learn from your failures
    You shouldn't set out to fail, but you should concentrate on learning from situations that don't go your way, S. Anthony Iannarino writes. "[I]f you make excuses why the failure wasn't your fault, you eliminate the possibility of learning from that mistake," he notes. TheSalesBlog.com (11/4) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • The real reason customers quit buying
    When the cost of acquiring a new customer is 500% more than the cost of keeping one, companies must ask themselves why former customers left, writes Donal Daly. It's more often poor treatment than price that causes defections, he adds. Seventy-three percent of customers leave because they're unhappy with customer service, and 25% depart because of price, according to a survey from RightNow Technologies. Dealmaker365 (11/6) LinkedInFacebookTwitterGoogle+Email this Story
  • Sales pros' advice on how to adopt a customer-focused approach
    Gathering information about your customers to better understand their needs is a vital step in establishing a solid customer-focused sales strategy, according to top sales trainers. They also advise showing customers how your corporate strategy and theirs are part of a long-term partnership that will help them sell better to their own customers. Other advice: Build a loyal base to lessen the high costs of acquiring new customers, and hold honest discussions about what went wrong when customers leave. Inc. online/Sales Source blog (free registration) (11/6) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Businesses could lose billions from corporate-tax rate cut
    Some of the biggest U.S. corporations stand to take big write-downs if Congress cuts the 35% corporate-tax rate. Companies including American International Group, Citigroup and Ford Motor could trim the value of their "deferred tax assets." Citigroup could take a $4 billion to $5 billion charge against earnings because its DTAs would be worth less. The Wall Street Journal (11/8) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
  • 15 tips for making business travel less stressful
    Members of the Young Entrepreneur Council put their heads together to come up with 15 "secrets" of stress-free business travel. Skip the old-school hassles and enjoy your next venture by downloading a few helpful applications, traveling in the middle of the day and packing your very own mobile hot spot. The Huffington Post (11/7) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • 5 questions to help you find what you need in a CRM system
    Choosing the right CRM system begins with determining who in the company will use it, who will manage the information in it and who will handle IT maintenance, writes Amy Izzo. Ask questions of each of these groups to find out their "must haves" for the system, she advises. Also, see what other systems are being used in your industry, and establish a budget for your system ahead of time. B2C Marketing Insider (11/8) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • Résumés highlight experience in dope dealing and "cat-like reflexes"
    Applications that highlight an applicant's "cat-like reflexes" and "pleasant aroma" are among 21 funny résumés and cover letters collected in this article. Another résumé highlights the five years an applicant was a marijuana dealer. That job, he boasts, made him good with money and gave him an intuitive understanding of supply-and-demand economics. The Huffington Post (11/8) LinkedInFacebookTwitterGoogle+Email this Story
 
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SmartQuote 
The more you know about ... customers, the better you'll be able to help out."
--Ian Gilyeat, founder and chief marketing officer of I.R. Gilyeat & Co., as quoted by Inc. online's Sales Source blog
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