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December 24, 2012
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The Leaderboard 
  • How top companies make the most of the holidays
    The holiday season doesn't have to sap your company's productivity. In fact, some companies see it as a chance to refocus on core values. Zappos has all employees spend 10 hours over the holiday period working in its customer call center to remind them of the value of customer service, while Target likes to run group volunteer programs instead of end-of-year parties. "Giving back to others is a great way to stay motivated," said Target human resources executive Jodee Kozlak. Fast Company online (12/21) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • The best salesperson you've ever met could be serving you dinner
    The difficult hunt for excellent salespeople has one often-untapped resource in waiters, argues Jeff Schmitt, who points out that waiters specialize in the same things as great salespeople: creating connections, demonstrating expertise, showing hustle and solving problems. "The best servers, like sales stars, never lose sight of the big picture: Their job is to maximize revenue," Schmitt writes. Forbes (12/20) LinkedInFacebookTwitterGoogle+Email this Story
  • Things you can learn about your customers with a free sales tool
    The Solutions Options Framework from Sales Benchmark Index is a free tool to help sales forces negotiate pricing and options with prospects in a way that's comfortable for the customers, writes Joel McCabe. The tool encourages salespeople to use simple names such as "chocolate," "vanilla" and "strawberry" for pricing options, making them less intimidating to prospects, and it helps solicit feedback to find out what customers are really seeking. The tool template is available for download on the SBI website. Sales Benchmark Index/Sales Force Effectiveness Blog (12/20) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Old-school technology sticks around
    Many businesses retain some aspect of old-school technology, whether it's old browser versions or legacy server systems, and the reasons are simple: Budgets for new technologies aren't robust, and the expense of switching out legacy applications that work fine is hard to justify in light of uncertain economic conditions. In addition, many companies simply believe in keeping what works. GigaOm (12/23) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
App Update 
  • What Santa can teach you about caring for customers
    Even those who don't believe in Santa Claus can learn something from the highly personalized customer service he provides, his attention to detail and his mastery of teamwork, writes TMCNet contributor Mini Swamy. "He has the time and patience to listen to you, and that's very, very important, because you feel special," she notes. (12/21) 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 
  • Potatoes save the day in Boeing engineering tests
    Boeing engineers employed unusual stand-ins for human airline passengers when they were conducting research on how to improve in-flight Wi-Fi signals: sacks of potatoes. The water content and chemical makeup of potatoes made the tubers a good substitute when real people couldn't be asked to sit motionless for days at a time during testing. "It's a testament to the ingenuity of these engineers. They didn't go in with potatoes as the plan," said Boeing spokesman Adam Tischler. The Huffington Post/The Associated Press (12/22) LinkedInFacebookTwitterGoogle+Email this Story
Editor's Note 
  • SmartBrief will not publish Tuesday
    In observance of Christmas, SmartBrief will not publish Tuesday. Publication will resume Wednesday. Enjoy the holiday! 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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A great sales manager builds a team and not some individuals who compete with each other."
--Mukesh Gupta, customer advocate for SAP, writing at B2C Marketing Insider
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