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December 17, 2012
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The Leaderboard 
  • Don't rely on cookie-cutter leadership strategies
    Leadership shouldn't rely too much on uniform, "six steps to managing"-type leadership guides, says Karl Heiselman, CEO of Wolff Olins. Every employee is different, and bosses need to tailor their approaches to individual workers' needs. "[W]hen you're communicating with somebody ... you're trying to get the best work out of them. The way you do that is not the same for everybody," Heiselman says. The New York Times (tiered subscription model) (12/15) LinkedInFacebookTwitterGoogle+Email this Story
Do-it-yourself vs. Doing it right
A highly-engaged workforce drives results and employee engagement programs are key to success. But most companies still lack on-the-ground programs for employee engagement and alignment. Learn how to leverage time and resources with a social recognition program in the whitepaper "Do-it-yourself vs. Doing it right".
Sales Strategies 
  • 10 sales lessons from the souk
    The carpet salesmen in Marrakech's souk all offer very similar products, but they try to make up for this through their sales processes, writes Mark Ballett. Sales organizations can learn from the market vendors' ability to differentiate themselves through persisting, engaging with customers and making personal connections. Mark Ballett blog (12/14) LinkedInFacebookTwitterGoogle+Email this Story
  • How to maximize selling time
    Time is a key resource for sales success, so it's important to eliminate tasks that are preventing your account executives from maximizing their productivity, writes Tony Albachiara. You can get started by gathering data about how your salespeople spend their time over a four-week period, he suggests. Then see what you might be able to cut out. Sales Benchmark Index/Sales Force Effectiveness Blog (12/15) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Tax-refund delays could be enough to send U.S. into recession
    If it takes too long to head off the "fiscal cliff," the Internal Revenue Service may be forced to push tax refunds into the second quarter as taxpayers hold off filing their returns, potentially taking more than $200 million out of the pockets of consumers in the second quarter. If even $100 million of refunds are delayed, that could cut retail spending and send the U.S. economy into recession. Barron's (subscription required) (12/15) LinkedInFacebookTwitterGoogle+Email this Story
Strategies from Sales & Marketing Management 
  • How to make more sales with mobile technology
    Mobile technology, the so-called "third screen," is revolutionizing how salespeople sell. But it's not enough to distribute iPads or smartphones and send your reps into the field. Sam Gaddis, chief marketing officer of Mutual Mobile, offers five key elements of a killer mobile sales process. Sales & Marketing Management (12/17) LinkedInFacebookTwitterGoogle+Email this Story

On the Road 
  • Southwest will speed up AirTran integration
    Southwest Airlines has announced a strategy to speed up its integration with recently acquired AirTran Airways. Southwest is developing technology to help merge the two networks, and it will begin matching AirTran's flight schedules and operating code-share flights in early 2013. Full integration is expected sometime in 2015. The Wall Street Journal (12/14) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • Companies should stop fighting Reed's Law
    Reed's Law states that social networks gain power and utility exponentially as they expand in size -- and that's both a challenge and an opportunity for companies, writes Julie Moreland. Smart employers now train workers carefully, using social media to foster innovation and internal communications as well as marketing and public outreach. "[L]eaders should stop fighting Reed's Law and not only embrace it, but find ways to harness the power of this law," Moreland writes. Fast Company online (12/14) LinkedInFacebookTwitterGoogle+Email this Story
Most Read 

Top five news stories selected by SmartBrief on Sales readers in the past week.

  • Results based on number of times each story was clicked by readers.
Featured Content 

Making Small Talk 
  • Convicted robber sells information to would-be snitches
    A convicted armed robber has found a way to make money from behind bars -- by acting as an information broker for would-be snitches. The man pays his underworld connections for information about crimes, then sells that information at a premium to fellow inmates, who in turn pass the information to prosecutors in the hope of having their sentences reduced. "He's an entrepreneur. ... Adam Smith would applaud that," said former federal prosecutor Robert McBurney. USA Today (12/14) 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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I'm always amazed at what people will do if you give them the right context and the right environment."
--Karl Heiselman, CEO of Wolff Olins, as quoted by The New York Times
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