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December 31, 2012
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The Leaderboard 
  • How to lead like Bilbo Baggins
    Viewers or readers of "The Hobbit" might assume the wizard Gandalf or the dwarfish leader Thorin are the adventurers' only leaders, but as the tale progresses, it's the meek, reluctant Bilbo Baggins who emerges as the true hero, Doug Guthrie writes. "Ultimately Bilbo rises to the occasion, despite the fact that his colleagues don’t always think he's up to it," Guthrie writes. Forbes (12/27) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • A customer-focused approach to territory design
    It's important to focus on your customers and prospects as you design sales territories for your organization, writes Patrick Seidell. "Resource allocation needs to be done with science," he advises. "It has to be based on where your market opportunity is." One benefit of using this approach is that it limits the excuses your representatives can make if their performance falls short, he explains. Sales Benchmark Index/Sales Force Effectiveness Blog (12/28) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • "Fiscal cliff" could lead advertisers to tighten their belts
    Madison Avenue will likely see advertisers grow more conservative if Congress fails to reach a compromise budget deal, experts say. There won't be a massive cut in ad spending, but many big brands are likely to take a more conservative approach, says Arby's Restaurant Group Chief Marketing Officer Russ Klein. "It's a safe assertion to say advertisers have been scenario planning," he says. "You don't want to get over your ski tips because the ability to claw back money is more difficult than just saving it in the first place." The Wall Street Journal (12/30) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
  • Hotels are turning to rebranding to stay fresh
    Recent data by STR show an increase in properties switching flags as franchise deals expire. Switching lets hoteliers trade up or down to meet shifting travel patterns, but oftentimes presents a nuisance for current guests. Some rebranded hotels are undergoing yearlong renovation campaigns, including switching shampoo brands, swapping out potted plants and changing the scent of their lobbies. The New York Times (tiered subscription model) (12/24) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • The benefits of cloud-based CRM
    Cloud-based CRM systems are better than on-premise solutions in several ways, writes Paul Anderson. For example, using a cloud-based service may allow for a quicker installation and let your company save on upfront costs. The cost advantages of software-as-a-service CRM "have made it the primary choice for small and medium size companies (SMEs) that have limited budget for IT," Anderson notes. B2C Marketing Insider (12/26) LinkedInFacebookTwitterGoogle+Email this Story
Most Read 

Top five news stories selected by SmartBrief on Sales readers in the past week.

  • Results based on number of times each story was clicked by readers.
Featured Content 

Making Small Talk 
Editor's Note 
  • SmartBrief will not publish Tuesday
    In observance of New Year's Day, SmartBrief will not publish Tuesday. Publication will resume Wednesday. Enjoy the holiday! LinkedInFacebookTwitterGoogle+Email this Story
Position TitleCompany NameLocation
Regional Director, Sales DevelopmentPandoraNew York, NY
Director Affiliate SalesStarz EntertainmentAtlanta, GA
Director, Inside SalesORS NascoTulsa, OK
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The funny thing about principles is they make everything so much easier."
--Dave Brock, writing in the Partners in Excellence Blog
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