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December 20, 2012
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The Leaderboard 
  • How to be a sales thought leader
    There aren't many true thought leaders in sales, where professionals tend to stick to the same ineffective sales tactics, writes Sharon Drew Morgen. True sales leaders would focus on determining which prospects will actually buy, she writes. They would also discuss specific solutions only when buyers have committed to change. B2C Marketing Insider (12/17) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • Use metrics to improve sales
    Sales leaders can evaluate their managers by using metrics such as forecast accuracy and revenue contribution ratio, writes Dan Perry. Scott Edinger, meanwhile, writes that leaders should avoid focusing too heavily on lagging indicators. "[N]othing against lagging indicators, but if you are overly focused on these kinds of measures of efficiency and inputs, then you will get a lot of it without necessarily improving the outputs or results," he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (12/18), Forbes (12/18) LinkedInFacebookTwitterGoogle+Email this Story
  • Tips to help get your sales force ready for 2013
    You can prepare your sales organization for success in 2013 by determining how much you're spending on compensation and ensuring that you're coaching your representatives in the most effective way possible, writes Christopher Cabrera of Xactly Corporation. "Customize training and coaching programs to increase performance where you need it most, based on what's worked well already," he recommends. Selling Power (free registration) (12/18) LinkedInFacebookTwitterGoogle+Email this Story
  • 10 topics sales and marketing should be talking about
    It's no secret that sales and marketing should communicate with each other, but it may be less obvious what sort of information they should share. The marketing department should talk about its goals and explain the lead-nurturing process, writes Sarah Goliger. Meanwhile, the sales department should discuss lead quality and pass along any feedback that prospects have about marketing content. (12/18) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Analysis: U.S. life science R&D spending will grow to $189.3B in 2013
    The U.S. life science sector is expected to spend $189.3 billion in research and development in 2013, up from $181.6 billion this year, driven by improved access to data, according to an analysis by Battelle and R&D Magazine. Out of the 275 life science firms that responded to a survey, a majority anticipated that their R&D investment would grow, and 40% said they would participate in more collaborative research next year. (12/19) LinkedInFacebookTwitterGoogle+Email this Story
This Week's Sales Cartoon 
On the Road 
  • Buying elite status -- and VIP treatment
    Fliers willing to spend cash on elite program buy-in deals can take advantage of benefits such as additional bonus miles, airport lounge access and first-class upgrades. This article details how fliers have received these perks, and it includes a graphic with an overview of programs from the four major U.S. airlines. The Wall Street Journal (12/19) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • How to generate sales with social media
    Social media can be a key tool for salespeople to use as they attempt to learn about prospects and build relationships with them, writes John Jantsch. Companies can use tools such as Google Alerts and TweetDeck to monitor what their prospects are talking about, he notes. "Mining social networks is only part of the equation," he writes. "Social networks are all about connecting and, in many cases, discovering who is connected to whom." Duct Tape Marketing (12/18) LinkedInFacebookTwitterGoogle+Email this Story
Featured Content 

Making Small Talk 
  • It's the end of the world as we know it
    The world is due to end Friday, according to one interpretation of the ancient Mayan calendar, and people around the world are preparing for the worst. A Chinese man has spent $160,000 building a functioning ark capable of surviving a global flood; an Ontario man is renting out space in a labyrinthine underground bunker system he built using dozens of decommissioned school buses; and a New England mom is stockpiling honeybees, which she expects to be adopted as currency once civilization collapses. (12/18) LinkedInFacebookTwitterGoogle+Email this Story
Position TitleCompany NameLocation
Regional Director, Sales DevelopmentPandoraNew York, NY
Director Affiliate SalesStarz EntertainmentAtlanta, GA
Director, Inside SalesORS NascoTulsa, OK
Click here to view more job listings.

[A] few metrics go a long way, and you needn't create 38-row spreadsheets tracking everything your sales team does with customers."
--Scott Edinger, founder of Edinger Consulting Group, writing at Forbes
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