Reading this on a mobile device? Try our optimized mobile version here: http://r.smartbrief.com/resp/dGiyCfbwocezhLdVHgaH

June 5, 2012
CONNECT WITH SMARTBRIEFFacebookTwitter
 
Share|Sign up|Archive|Advertise
The Leaderboard 
  • Why execution is more important than charisma
    While people tend to value charisma in leaders, it's not the only thing that matters, writes Samuel Bacharach. "As Bill Gates, Jeff Bezos, and Dwight Eisenhower, as well as many others show, leaders are defined by their actions and ability to execute, not only on their charismatic personality," he writes. Inc. online (6/4) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • How to take advantage of a request for proposals
    Often, responding to requests for proposals can seem futile, but sales organizations have a chance to stand out in these situations, writes John Kenney. "[T]he RFP response is actually a very valuable selling opportunity, even though it is not a closing opportunity," he writes. Organizations that are not well-positioned to be selected for a project should use their responses as an opportunity to ask questions. Also, they should create an executive summary showing how their company is different from the competition. Sales Benchmark Index/Sales Force Effectiveness Blog (6/3) LinkedInFacebookTwitterGoogle+Email this Story
  • How to avoid wasting your time on prospects who won't buy
    For certain industries, a "two-and-out" approach to sales may be the right way to go, according to Jason Knott. The goal of this strategy is to get a response from the prospect by the end of the second in-person meeting. "Sometimes a quick rejection from a client is better than wasting time and energy on elaborate proposals trying to convince them to hire you," he writes. CEPro.com (6/4) LinkedInFacebookTwitterGoogle+Email this Story
  • Why sales and procurement need to work together
    While procurement and sales are ultimately trying to accomplish the same goals, the departments are often wary of each other, David Brock writes. "[W]e seem to be working at cross purposes. Instead of focusing on maximizing value, the conversation seems to be about minimizing price," he writes. Partners in Excellence Blog (6/4) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Other News
On the Road 
  • Room rates for business travelers climbed 9.3% in April
    Hotel rates for business travelers in North America in April stopped 3% short of peak rates in 2008, increasing 9.3%. "Steady demand is the great enabler of this remarkable rate growth," said a report by Pegasus Solutions. Data by STR Global show the U.S. average hotel rate in April increased 5% from April 2011, reaching $105.71. More rate increases are likely in the coming months, according to the Pegasus report. Los Angeles Times (tiered subscription model) (6/3) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • How SaneBox can help you to get a handle on your inbox
    SaneBox can help you to manage your e-mails by deferring messages that you don't need to deal with right away. If you forward these messages to a SaneBox e-mail account, the service will send them back to you when it's time for you to take action. A new feature also allows you to sync such messages with your calendar. CBS MoneyWatch (6/4) LinkedInFacebookTwitterGoogle+Email this Story
Featured Content 
 

Making Small Talk 
 
Position TitleCompany NameLocation
Senior Sales Manager, WestUniversal ElectronicsMidwest/West region , CA
Regional Sales AssociateB-Line MedicalWashington, DC
Director of Sales- Logistics ChemLogixGreater Philadelphia Area , PA
Click here to view more job listings.

SmartQuote 
[B]oth sales and purchasing are trying to achieve the same thing for their companies, yet we tend to have such a contentious relationship, filled with distrust (possibly deserved) on each side."
--David Brock, writing at the Partners in EXCELLENCE Blog.
LinkedInFacebookTwitterGoogle+Email this Story

SmartBrief on Sales Partners


SmartBrief delivers need-to-know news in over 100 targeted email newsletters to over 3 million readers. All our industry briefings are FREE and open to everyone—sign up today!
Accounting
Advertising
Automotive
Aviation & Aerospace
Biotechnology
Business
Chemicals
Construction & Real Estate
Consumer Packaged Goods
Distribution
Education
Energy
Finance
Food Service
Health Care
Insurance
Legal
Manufacturing
Media & Entertainment
Nonprofit
Retail
Technology
Telecommunications
Travel & Hospitality
 

Subscriber Tools
SIGNUP SEND FEEDBACK E-MAIL THIS BRIEF
Today's Brief - Permalink | Print friendly format | Web version | Privacy policy

Advertise
Sales Director:  Jim Pataki (212) 450-1682
Job Board:  Jackie Basso (202) 407-7871
 
SmartBrief Community:
 
 
Recent SmartBrief on Sales Issues:   Lead Editor:  Brooke Howell
     
Mailing Address:
SmartBrief, Inc.®, 555 11th ST NW, Suite 600, Washington, DC 20004
 
 
© 1999-2012 SmartBrief, Inc.® Legal Information