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January 9, 2013
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The Leaderboard 
Sales Strategies 
  • What to do when there's a manipulator in your midst
    If one of your sales employees has exhibited manipulative behavior, it's important to gather evidence and sit down to talk about the problem, writes Erica Bell. Listen to what the employee has to say, and stay calm during the conversation. "Even if their temper begins to rise, yours should not," she advises. (1/7) LinkedInFacebookTwitterGoogle+Email this Story
  • 4 steps to standardizing your sales organization's messaging
    If your sales organization is suffering from inconsistent messaging, you can address it by gathering interested parties in one room and attempting to gain a deeper understanding of your prospects. After developing new messaging, it may be a good idea to test it with a limited group of clients before applying it to the entire sales organization. B2B Lead Roundtable Blog (1/7) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Eurozone businesses are more upbeat, but joblessness rises again
    Although eurozone business confidence continued to improve in December, unemployment climbed to a record 11.8% amid subdued holiday spending. "A growing number of businesses are beginning to see light at the end of the tunnel, but consumers remain very gloomy," observed Martin Van Vliet, an economist at ING in Amsterdam. Van Vliet and others see the region's economy remaining mired in 2013, with little hope of recovery in consumer spending. Reuters (1/8) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
  • TSA tests "managed inclusion" screening program at some airports
    The Transportation Security Administration is testing a new behavioral screening method at airports in Tampa, Fla., and Indianapolis. The "managed inclusion" program has TSA personnel observing passengers in queues for eligibility to use the airport's PreCheck lanes. "As you are in the queue, behavior detection officers will be observing you, and if they feel that there is nothing that alarms them, you might be asked to come out of the queue, and invited to go through the PreCheck lane," said David Castelveter, a spokesman for the TSA. The New York Times (tiered subscription model)/On the Road (1/7) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • The smart way to use social CRM
    In addition to using social CRM to learn about your customers, you should collaborate with them, writes Mae Kowalke. "With social CRM, the customer can tell you exactly what they want. Talk with them. Learn from them," she writes. (1/7) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • Fast-travel technology from the annals of science fiction
    The warp drive in the "Star Trek" universe and the Infinite Improbability Drive in "The Hitchhiker's Guide to the Galaxy" are among the many devices in science fiction works that allow for incredibly fast travel across the universe. "Battlestar Galactica" fans will be familiar with another one: the FTL (Faster Than Light) drive. (1/8) LinkedInFacebookTwitterGoogle+Email this Story
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Too many organizations start out with Marketing telling a story, but Sales tells it from a completely different perspective. Then, when there's implementation, yet another story is told."
--Brian McGuire, senior director of marketing and communications for ADP's Added Value Services division, as quoted by B2B Lead Roundtable Blog
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