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November 8, 2012
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The Leaderboard 
  • The key to establishing a strong culture
    It's important to create a company culture that matches your values and approach to doing business, writes Ken Thoreson. "What are the basic tenets of your leadership/management style?" he asks. "This basic belief will guide you in how you make decisions, how and what you communicate to your employees and how you manage your business." (11/6) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • How to help your team end the year on a high note
    The end of the year can be a stressful time in sales organizations, but you can help your representatives meet their quotas by having them spend a few days attempting to close lingering opportunities and encouraging them to upsell where possible, writes Kendra Lee of KLA Group. Also, have them begin to set up appointments for the beginning of next year, and instruct them to let your customers know that you are interested in referrals. The VAR Guy (11/7) LinkedInFacebookTwitterGoogle+Email this Story
  • Why social media isn't replacing traditional sales techniques
    Social media is giving salespeople more tools with which to do their jobs, but many traditional sales rules still apply, writes Tibor Shanto of Renbor Sales Solutions. "Success is still very much about strategy and execution, driven by your market and your specific customers," he writes. "You need to evaluate how you use social the same way you would with any other tools." The Globe and Mail (Toronto) (tiered subscription model) (11/6) LinkedInFacebookTwitterGoogle+Email this Story
  • How to spur change in your sales force
    Certain salespeople will always be reluctant to embrace change, but you can overcome this difficulty by leveraging the influence of early adopters, writes John Treace. "Particularly if they are high-performing team members, the early adopters' influence with the rest of your salespeople will help you move the change forward at a fast pace," he writes. Employees who steadfastly resist change have to be removed, he writes. Inc. online/Sales Toolbox blog (free registration) (11/6) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
Understanding the Sales Force with Dave Kurlan 
  • Successful sales leaders play to their strengths
    Sales vice presidents and directors must possess a special set of sales-leadership competencies. However, what happens when they don't use their strongest competencies and default to their weakest ones instead? Dave Kurlan sheds light on this topic. (11/5) LinkedInFacebookTwitterGoogle+Email this Story

On the Road 
App Update 
Making Small Talk 
  • What's in a name?
    The Weather Channel has decided to begin naming winter storms in a fashion similar to how hurricanes are given their own monikers. The channel says that doing so will aid communication about such storms, but AccuWeather founder Joel N. Myers disagrees. One problem, according to Myers, is that winter storms can behave erratically. "Naming a winter storm that may deliver such varied weather will create more confusion in the public and the emergency management community," he said. (11/7) LinkedInFacebookTwitterGoogle+Email this Story
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Something many people forget is culture must also be in alignment with your value proposition and your business model!"
--Ken Thoreson, principal of Acumen Management Group, writing at
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