| June 5, 2012 |
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- 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)      
- 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)
- 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)
- 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)
- 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)
- 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)
 | [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."
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