February 19, 2013
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SmartBrief on Sales

The Leaderboard
Smart bosses take the weekend off, says Interface CEO
Leaders who find themselves chained to their desk over the weekend are doing something wrong, says Daniel T. Hendrix, president and CEO of Interface. Bosses who try to work nonstop and do everything themselves will burn out, and that isn't good for them or their company, Hendrix explains. "[Y]ou have to delegate, have to have accountability and have to make sure that people have the tools to do the job," he says. The New York Times (tiered subscription model) (2/16)
Sales Strategies
Raise the bar for your sales force
You can improve your chances of success as a sales manager by evaluating your salespeople based on their talents and desires, writes Kevin Davis. Coach the driven individuals who are lacking in skill, and motivate the talented salespeople who aren't as committed as they should be. Representatives who are neither talented nor motivated must shape up or be removed from your company, Davis writes. TopLine Leadership Blog (2/14)
How inbound marketing can lead to sales success
You can waste a lot of money and annoy a lot of people if you pursue clients who aren't in the market for your solution, writes Mark Synek. It therefore makes sense to use an inbound marketing strategy that involves attracting prospects to your website and providing them with useful content. Convert Web traffic into leads by encouraging visitors to take a specific action, and monitor the results of your strategy, Synek recommends. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (2/16)
Daily Data Points
Is America the next "emerging market"?
Some of the world's biggest brands, including Procter & Gamble, Coca-Cola, L'Oreal and General Motors, see growth potential not just in the developing world but in the U.S. recovery. L'Oreal Chairman and CEO Jean Paul Agon went as far as to characterize the U.S. as an "emerging market" after the company posted more than 7% sales growth in each of the last two quarters of 2012. Jack Neff writes, "Some marketers are turning attention back to the U.S. because they've underinvested here or are responding to increased competition." Advertising Age (tiered subscription model) (2/18)
Income gains in recovering U.S. economy bypass most Americans
Most of the income gains from the U.S. economic recovery that began in 2009 have gone to the upper 1%, according to an analysis by economist Emmanuel Saez of the University of California, Berkeley. In fact, real incomes for the lower 99% are less than they were at the end of the recession. Saez says this pattern of upward income redistribution is expected to persist. CBS MoneyWatch (2/17)
On the Road
United trims bag limit for international business class
United Airlines is changing its baggage limits for international business class to two bags from three bags. The airline has also changed its limit for domestic first-class flights. Australian Business Traveller (2/18)
App Update
An integrated approach to CRM
Customer relationship management solutions often involve several integrated software elements, such as marketing automation and e-mail systems. "By integrating marketing automation with CRM [software], companies are able to get a better picture of their buyers and a better picture of how their marketing investments impact their revenue," said Heidi Melin of Eloqua. Companies may differ in the types of software they need and in which departments have responsibility for each piece. B2B Lead Roundtable Blog (2/18)
Making Small Talk
A look at Twitter's pork proclivities
Twitter has a dedicated bacon larder to cater to its workers' taste for the pork product, and company chef Lance Holton goes through 280 pounds of the stuff each week, Owen Thomas writes. That works out at about 3 ounces per employee per week, Thomas writes. Business Insider (2/15)
Who's Hiring?
Position TitleCompany NameLocation
Director Business Development Marine SystemsMarotta Controls, Inc.Montville, NJ
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Featured Press Releases
You have to keep reinventing yourself in this world."
-- Daniel T. Hendrix, president and CEO of Interface, as quoted by The New York Times
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