The difference between being the boss and being bossy | 6 key players in a successful sales turnaround | U.S. current-account gap thins to 2.8% of GDP
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March 15, 2013
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The difference between being the boss and being bossy
While many dream of becoming the "boss," the word itself can create difficulties in the work environment, writes Tim Lambert. "Using it has the psychological effect of driving a certain type of behaviour. ... [W]hat's needed is a reframing of the relationship between a manager and the people they manage: a relationship based on mutual benefit and interdependence, not hierarchy," he writes. Linked 2 Leadership blog (3/12)
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Sales Strategies
A 3-step process for setting realistic sales goals
The first step to setting realistic sales goals involves examining your company's prior performance and projecting growth for the coming year, writes Vanessa Merit Nornberg. Afterward, you should figure out how much each representative is likely to contribute to the company's total sales. It's a good idea to consult with employees before finalizing your sales targets -- they may have even higher expectations than you do. Inc. online (free registration) (3/14)
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6 key players in a successful sales turnaround
Building buy-in for an improvement initiative can be difficult, but it's easier if you treat the project as if it were a movie, writes Greg Alexander. Every good movie, just like every successful improvement program, needs a hero who strives for a better future, Alexander writes. This hero should be assisted by key companions such as the sales operations department and the chief marketing officer. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (3/14)
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How Much Do You Really Need to Make? The Answer May Shock You
Rather than focus on what you can afford to pull out of the business to cover your living expenses, you need to focus on how much you need to earn at your business in order to afford the lifestyle you want to have. This is where the Personal Earnings Goal, or PEG, comes into play. Learn how to calculate your PEG and find out how much you really need to make.

Daily Data PointsSponsored By
U.S. current-account gap thins to 2.8% of GDP
The dollar might firm up after the U.S. reported a fourth-quarter current-account deficit that tied for the second narrowest as a percentage of gross domestic product in the past 3½ years. The gap, at 2.8% of GDP, has come down from a high of 6.5% in Q4 of 2005. The current account measures the flow of goods, services and investments into and out of the country. Reuters (3/14)
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Higher building-material prices challenge contractors
An analysis of federal data by the Associated General Contractors of America shows that the cost of building materials rose in February and was up for 2013 compared with 2012. "For the second month in a row, contractors endured outsized price hikes ... In addition, soaring diesel prices mean contractors are paying more for fuel they buy and, via fuel surcharges, for the thousands of deliveries of materials and equipment required for construction projects," Chief Economist Ken Simonson said. American City Business Journals/Albuquerque, N.M. (3/14)
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Other News
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This Week's Sales Cartoon

On the Road
Hotels now more accommodating for the female business traveler
Armed with the knowledge that roughly 80% of business travel decisions are made by women, hotels are holding open the door to change -- and improving the overall experience. "Hotels are starting to realize that when it comes to travel decisions, women are really influential," says Carolyn Pearson, founder of a website geared for the female business traveler. CNN (3/7)
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App Update
Tech solutions to the 3 most common marketing problems
Abandoned leads, dealing with the high cost of customer acquisition and the ever-changing need for a social media strategy top the list of common problems faced by inbound enterprise marketers, Rosalia Cefalu writes. But integrating leads with marketing tools can help retargeting efforts, and employing a content creator and deploying closed-loop marketing software can bring down costs. Also, digging deeper into your numbers with social media analytics can guide your strategic decision making, Cefalu writes. HubSpot.com/Inbound Internet Marketing Blog (3/13)
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SmartPulse
What is your company's strongest asset in driving leads and sales? 
VoteStrong online presence
VoteAggressive sales force
VoteSuperior or original product
VoteStrong, informative Web content
Making Small Talk
Iran's new enemy is "Argo"
The Iranian government is reportedly discussing a lawsuit against the producers of "Argo," the Oscar-winning movie about how the CIA rescued six Americans from Iran after the 1979 revolution. Iran has called the film inaccurate and a "violation of international cultural norms," though Iranians can acquire the film on DVD through the black market. ABC News/Consumer Report blog (3/12)
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Who's Hiring?
Position TitleCompany NameLocation
Publisher Development Manager (N.Y or L.A)Triton DigitalLos Angeles, CA
Senior Vice President, SalesLeapFrogEmeryville, CA
Spec, Sales Support Job Time Warner CableCoppell, TX
Sales Training Consultant- Federal Government Level 3 CommunicationsMcLean, VA
Global Sales Capability Leader Kimberly-ClarkRoswell, GA
Vice President, Sales - Americas Tableau SoftwareBoston, MA
Click here to view more job listings.
 
SmartQuote
The best kind of goal is one that requires an employee to work diligently, but which is ultimately attainable."
-- Vanessa Merit Nornberg, founder of Metal Mafia, writing at Inc. online
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