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January 8, 2013
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The Leaderboard 
Sales Strategies 
  • 5 ways to put content creation on your team's agenda
    If your employees aren't interested in creating content to help with your marketing efforts, it's important to show them how doing so can benefit them even as they're helping the business, writes John Paul Nettles. You should also provide them with training, allow them to let their personalities shine through in their writing, and reward those who embrace the task and excel at it. (1/7) LinkedInFacebookTwitterGoogle+Email this Story
  • Why the ROI calculator is a relic
    If you use an ROI calculator when you interact with clients, it may be doing more harm than good, writes Drew Zarges. Such calculators may stop your representatives from learning how to calculate value on their own, and they don't help your company stand out from the competition. "ROI calculators don't work in competitive situations because they all solve for the same things," Zarges writes. Sales Benchmark Index/Sales Force Effectiveness Blog (1/3) LinkedInFacebookTwitterGoogle+Email this Story
  • 2 questions that can make a better salesperson
    You may be able to improve your approach to selling by considering why people might want what you're selling and why they would want to buy it from you as opposed to somebody else, writes Ryan Estis. "Answering those questions will help you get prepared to help customers -- and close more sales in 2013," he writes. (1/7) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • U.S. economy may have hidden strength
    A number of economists and investors say the U.S. economy is set to post stronger growth in the coming years, in part because of consumer de-leveraging over the past five years. Also in its favor is a declining dependence on foreign energy and an expected rebound in manufacturing over the next decade. Financial Advisor online (1/4) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
App Update 
  • How to manage ownership of CRM data
    Data ownership can be a tricky yet important issue to tackle when it comes to CRM systems, writes David Taber, CEO of SalesLogistix. Good governance will be crucial for addressing this issue, he explains. "In most cases, it doesn't need to be a big committee. Typically, this can be handled by one or two people." (1/4) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
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Prospects use [an] ROI calculator to justify advancement in their buying process. They do not use it to select a specific vendor."
--Drew Zarges, senior consultant with Sales Benchmark Index, writing in the firm's Sales Force Effectiveness Blog
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