February 6, 2013
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SmartBrief on Sales

The Leaderboard
How to be a more intense boss
Intensity is a powerful tool for any leader, although it's important to ensure that your focus and commitment don't come across as anger or obsession, writes Art Petty. Authenticity is a vital part of that process, Petty writes. "Your commitment to the mission at hand must come through in your every word, action and during every encounter," he writes. ArtPetty.com (2/4)
Sales Strategies
How to make your sales forecasts more accurate
Creating accurate sales forecasts can be tricky, but it's easier if you create clear definitions for the stages of the sales process, according to this blog post. Make sure your representatives are asking prospects the right questions, and do your research to understand the procurement process your buyers are using. HeinzMarketing.com (2/5)
Track buyer behavior to refine your sales funnel
To manage your sales funnel more effectively, you must pay attention to your buyers' behavior, according to Bob Apollo, CEO of Inflexion-Point Strategy Partners. "The only way to truly understand where buyers are in the sales process is to model our funnels around the buyer decision process," Apollo said. Also, review your sales and marketing content to make sure it's actually providing valuable information to your prospects, he says. OpenView Blog (2/5)
5 tips for coaching your team
Sales managers can get better at coaching their representatives by communicating clearly, focusing on accountability and raising the performance standards, writes Anthony Cole. "Starting today -- or as soon as you begin setting goals for your next fiscal year -- eliminate the minimal acceptable standards of performance and embrace a new approach of extraordinary standards of performance," he recommends. Eyes On Sales (2/5)
Daily Data Points
CBO forecasts deficit under $1 trillion for first time in 5 years
The Congressional Budget Office says it expects the federal deficit for fiscal 2013 to come in at $845 billion, which would be the first time in five years that the shortfall is less than $1 trillion. The economy will expand 1.4% this year, rather than contracting 0.5% as previously predicted, the CBO says. At the end of 2013, unemployment will be 8%, the office predicts. U.S. News & World Report (2/5), Bloomberg/The Ticker blog (2/5), The Atlantic Wire (2/5)
Other News
On the Road
New crop of BlackBerry phones courts business travelers
The relaunched BlackBerry smartphone has several features that cater to business travelers. "Watching them in action, it seems credible that the company is delivering on its goal to make phones into little computers rather than simply 'mobile devices,' " Christopher Mims writes. Quartz (1/30)
App Update
New Amazon Coins will be currency for Kindle Fire apps
Amazon has created virtual coins that will be used to pay for applications, games and in-app features on Kindle Fire tablets, the company said Tuesday. This follows the approval of an "electronic marketplace" patent in late January. Amazon will hand over a slew of the virtual coins after they launch in May, and users will be able to buy more using their Amazon accounts. The Wall Street Journal/Dow Jones Newswires (2/5), PaidContent.org (2/5)
Making Small Talk
Don't set your watch by the clocks at Grand Central Station
All the clocks at New York's Grand Central Station are set to the wrong time. Officials decided to set the clocks a minute fast, creating the illusion that trains were leaving slightly late, as a way of encouraging commuters to take their time and not run for the trains. The tactic seems to be working -- the station has "the fewest slips, trips, and falls of any station in the country," Megan Garber writes. The Atlantic online (2/1)
Who's Hiring?
Position TitleCompany NameLocation
Director Business Development Marine SystemsMarotta Controls, Inc.Montville, NJ
Sales Performance ManagerAvis Budget GroupHouston Area, TX
Global Sales Development LeadFacebookMenlo Park, CA
Sales Manager (Inside Sales)Moodlerooms, Inc.Baltimore, MD
Head of Sales OperationsLiving SocialWashington, DC
VP of Sales and Business DevelopmentSmashFlyBoston, MA
Click here to view more job listings.
The way we ought to be measuring progress through the funnel is not just in terms of what sales or marketing do, but what we observe the customer doing."
-- Bob Apollo, CEO of Inflexion-Point Strategy Partners, as quoted by the OpenView Blog
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