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December 18, 2012
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The Leaderboard 
  • Leadership tips for first-time bosses
    Many first-time bosses have delusions of "managerial grandeur," writes Amanda Pouchot. Rather than aiming to become a superhero CEO, it's better to lower your expectations a little and focus on self-improvement and leadership development. "Learning to be a better manager comes from having time to experience and develop new skills. That seems obvious, but there are plenty of founders and first-time managers who have yet to realize it," Pouchot writes. CNNMoney/Fortune/You Can't Fire Everyone blog (12/14) LinkedInFacebookTwitterGoogle+Email this Story
  • Why sales leaders must rein in executives' expectations
    Unrealistic sales goals handed down by the executive team can have a disastrous effect on a company, writes Drew Zarges. For this reason, it's important for the head of the sales organization to monitor key metrics and pass this data along to the leadership team. "As CSO, you are responsible for the reality check. ... If executives are managing from the clouds, you must bring them back to the ground floor," Zarges writes. Sales Benchmark Index/Sales Force Effectiveness Blog (12/16) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • Beware of bad opportunities
    It's great to make a sale, but some sales opportunities that come along could be bad for your company. For example, the implementation process may require significant additional resources, writes Richard Ruff of Sales Horizons. If you're faced with a problematic sales opportunity, either try to redefine it or pull out entirely, he advises. (12/17) LinkedInFacebookTwitterGoogle+Email this Story
  • How much is your sales pipeline really worth?
    To get an understanding of the value of your sales pipeline, it's important to assess the quality of your leads, the conversion rate you're able to attain and the return on investment you can generate, writes Maegan Kopka. "Hard data is where it's at," she writes. B2C Marketing Insider (12/17) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Report: IT spend and hiring are on a healthier track
    More than two-thirds of those polled by Data Inc. said their companies increased IT spending this year, with growth in all industries except the pharmaceutical sector. More than three-quarters said they expected their companies to increase IT spending again in 2013. "I do believe [there is] improvement, but I do think it will take time," said Susan Leicht of Data Inc. The Record (Hackensack, N.J.) (12/18) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
  • How to avoid bringing bedbugs home from your next trip
    You can check your hotel room for bedbugs by shining a flashlight on the headboard, nightstand and mattress, according to David Hedman, CEO of ThermaPure. If you think you may have been exposed to bedbugs on your travels, you can kill them by putting your clothing and luggage in the dryer and cranking up the heat, he advises. Forbes (12/17) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • Choosing the best channels for marketing your brand
    Your brand doesn't have to focus on every social platform; certain channels will be more or less effective depending on the nature of your company, notes Alison Koplar of Refinery29. For example, if your customer base is mainly male, you might not want to make Pinterest the cornerstone of your marketing efforts. iMedia Connection (12/18) LinkedInFacebookTwitterGoogle+Email this Story
Featured Content 

Making Small Talk 
Editor's Note 
  • Best of 2012: 18 SmartBrief interviews with industry thought leaders
    SmartBrief's SmartBlogs network interviewed 18 industry thought leaders this month. Find out what these leaders are projecting for their industries in 2013, and see what other free SmartBrief newsletters you may be missing out on. Learn more. LinkedInFacebookTwitterGoogle+Email this Story

Position TitleCompany NameLocation
Regional Director, Sales DevelopmentPandoraNew York, NY
Director Affiliate SalesStarz EntertainmentAtlanta, GA
Director, Inside SalesORS NascoTulsa, OK
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Sales meetings are all about creating excitement. Never let them become gripe sessions or chances to drone on about boring procedures."
--Robert Sofia, co-founder of Platinum Advisor Marketing Strategies, as quoted by Fox Business Small Business Center
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