Why good apologies are sometimes necessary | Is your hiring process derailing your sales? | Are structural problems hurting your team?
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March 14, 2013
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Why good apologies are sometimes necessary
Apologies are sometimes necessary to diffuse workplace rifts, particularly between a manager and a team member, Dr. Mark Goulston writes. Effective apologies have three components, starting with admitting fault and being sincere in your regret. "Show them you understand the effect it had on them," he writes. Harvard Business Review online/HBR Blog Network (3/11)
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Sales Strategies
Is your hiring process derailing your sales?
Some people are better at selling themselves in a job interview than they are in doing actual selling, Chris Young writes. He recommends against using intuition when hiring salespeople or thinking that a sales recruiter is too expensive. "A good sales recruiter can save you an incredible amount of time and energy and is an investment in the future of your business," Young writes. Human Capital Strategy Blog (3/12)
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What Socrates can teach you about making sales
Rather than attempt to dominate conversations, salespeople should seek to learn more about their customers by asking questions, writes Bill Rosenthal, CEO of Communispond. "Handled properly, the questions should prompt prospects to question their assumptions and consider alternatives they haven't thought about before," he writes. SmartBrief/SmartBlog on Leadership (3/13)
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Are structural problems hurting your team?
Structural problems can accumulate over time until you are left with a confusing mess that restricts the productivity of your sales organization, writes John Kenney. He provides a five-step process for fixing your sales structure that involves assessing alternatives and evaluating the need for specialization. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (3/13)
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Daily Data Points
U.S. retail sales had a strong February
Largely unaffected by higher payroll taxes and gasoline prices, retail spending in the U.S. rose 1.1% in February, double the growth that most economists expected. Consumers spent more money at service stations, auto dealers, building materials outlets, general merchandise stores and nonstore retail businesses, including Internet marketers, the Commerce Department said. Bloomberg (3/13), Business Insider (3/13)
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On the Road
Credit card issuers beef up airport lounge benefits
Premium credit card issuers such as American Express are opening airport lounges alongside airlines as they compete fiercely for the business of travelers willing to pay annual fees for perks, this article says. The Centurion Lounge at McCarran International Airport in Las Vegas is available free of charge to American Express Centurion Card holders, and the company plans to open more such lounges in the U.S. The New York Times (tiered subscription model) (3/11)
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App Update
Google offers information to help companies recover from online attacks
Google has developed a free resource that informs business owners about what to do after they have been hacked. Google's "Help for Hacked Sites" includes such topics as how to evaluate the damage and identify security weaknesses. "The most valuable service is helping a site owner to get their bearings and determine how to move forward after they hear the news that their site was hacked," according to Maile Ohye, who is on Google's Webmaster Support Team. Inc. online (free registration) (3/13)
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Which of the following would be most beneficial to your business over the long term? 
VoteA new network of individual prospects
VoteReliable, first-hand information about industry problems and trends
VoteA better-qualified audience to direct advertising efforts at
VoteAn enhanced reputation in the industry
Making Small Talk
What your Facebook "likes" say about you
Read full story
What a Facebook user "likes" can indicate a lot about that person, including religious beliefs, politics, even sexual orientation. A new Facebook application called "My Personality" gathers and correlates a user's "likes" to compile a profile of the user. Some of the results are intuitive -- Democrats tend to "like" Stephen Colbert and Republicans tend to "like" Rush Limbaugh. However, some connections are less obvious, such as determining that a person is likely to be a smoker by the rock bands he or she follows. Science News (3/11)
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Who's Hiring?
Position TitleCompany NameLocation
Publisher Development Manager (N.Y or L.A)Triton DigitalLos Angeles, CA
Senior Vice President, SalesLeapFrogEmeryville, CA
Spec, Sales Support Job Time Warner CableCoppell, TX
Sales Training Consultant- Federal Government Level 3 CommunicationsMcLean, VA
Global Sales Capability Leader Kimberly-ClarkRoswell, GA
Vice President, Sales - Americas Tableau SoftwareBoston, MA
Click here to view more job listings.
The word 'why' might be the most powerful word that can be used in selling."
-- Bill Rosenthal, CEO of Communispond, writing at the SmartBlog on Leadership
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