Reading this on a mobile device? Try our optimized mobile version here:

December 13, 2012
Share|Sign up|Archive|Advertise
The Leaderboard 
  • Competitors are just distractions, Google CEO says
    Smart bosses don't make strategic decisions or seek to rally employees by focusing on their competitors, says Google CEO Larry Page. True progress only comes when you do things nobody else has thought of yet, and you can't generate that kind of innovation by watching your rivals, Page explains. "If you're looking at somebody else, you're looking at what they do now, and that's not how again you stay two or three steps ahead," he says. CNNMoney/Fortune (12/11) LinkedInFacebookTwitterGoogle+Email this Story
  • Stop trying to motivate your team
    The best bosses don't try to directly motivate employees, but instead focus on leading by example and encouraging people to harness personal beliefs and ideas, writes Garret Kramer. "In fact, those people in leadership positions who try to light fires for others tend to not keep their jobs for long," Kramer warns. SmartBrief/SmartBlog on Leadership (12/11) LinkedInFacebookTwitterGoogle+Email this Story
Why Warmth Is Critical to Your Career
If people think you have low interpersonal warmth, "you have something like a 1-in-2000 chance to make the top quartile of effectiveness as a leader," according to Kellogg School of Management Professor Loran Nordgren. Read more.
Sales Strategies 
  • Key elements of the most effective sales processes
    An effective sales process should increase the chances that you'll win deals, shorten the sales cycle and boost deal profitability, writes David Brock. "The sales process is a collection of the best experience in your organization -- the things you consistently do that cause you to win," he writes. Partners in Excellence Blog (12/12) LinkedInFacebookTwitterGoogle+Email this Story
  • Why you should clear the clutter from your sales pipeline
    In addition to improving your lead-nurturing efforts, maintaining a well-organized sales pipeline and database can help you with segmentation, writes Max Stinson. "Lead segmentation and nurturing go hand in hand -- the better the segmentation is, the easier it is to find and nurture leads that fall under higher priority." Companies that provide database management and list management can help you remove clutter from your pipeline, he notes. B2C Marketing Insider (12/12) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Manufacturers hold off on investments ahead of "fiscal cliff"
    The "fiscal cliff" is creating uncertainty for major U.S. producers such as DuPont and 3M. "There has been some impact in the market as a result of the uncertainty that's out there generally in the economy and certainly accentuated by all of the indecision that we see in Washington right now. It has slowed the business," said David Meline, chief financial officer at 3M. DuPont CEO Ellen Kullman said her company is "not going to spend as much as we thought next year. We've looked at every program and asked, 'Can we spend less money now and delay some programs six months?' " Reuters (12/12), Reuters (12/12) LinkedInFacebookTwitterGoogle+Email this Story
This Week's Sales Cartoon 
On the Road 
App Update 
  • Facebook rates marketing partners in new developer center
    Facebook has launched a Preferred Marketing Developer Center as an online resource for brands that want to dive into social media marketing without risking practices Facebook discourages. Facebook has approved more than 260 vendors, arranged in a hierarchy with some vendors preferred (such as Adobe, Glow and SocialCode), and others listed as not yet qualified for a PMD approval badge (Acquisio, Havas Digital and ReachLocal). VentureBeat (12/10) LinkedInFacebookTwitterGoogle+Email this Story
Featured Content 

Making Small Talk 
  • Learn the alternate meaning of "rhumba"
    Some fairly commonplace things have unusual names, writes Amanda Green. She rounds up a dozen of the best, including "purlicue" -- the webbing between one's thumb and forefinger -- and "rhumba," which is not just a dance, but also the collective noun for a group of rattlesnakes. (12/12) LinkedInFacebookTwitterGoogle+Email this Story
Position TitleCompany NameLocation
Regional Director, Sales DevelopmentPandoraNew York, NY
Director Affiliate SalesStarz EntertainmentAtlanta, GA
Director, Inside SalesORS NascoTulsa, OK
Click here to view more job listings.

[L]eadership is not about encouraging, pushing or cheering on; it's about pointing others inward so they recognize that the ability to be motivated rests with them."
--Garret Kramer, founder of Inner Sports, writing at SmartBlog on Leadership
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!
Aviation & Aerospace
Construction & Real Estate
Consumer Packaged Goods
Food Service
Health Care
Media & Entertainment
Travel & Hospitality

Subscriber Tools
Today's Brief - Permalink | Print friendly format | Web version | Privacy policy

Sales Director:  Jim Pataki (212) 450-1682
Job Board: Jasmine Rogers 202-640-4684
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