The power of treating people with respect | How the sales team can boost marketing efforts | How to help your salespeople develop their skills
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March 11, 2013
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The Leaderboard
The power of treating people with respect
Leaders who focus more on "why people can't be trusted" than communicating openly risk turning off team members who can be trusted and care about doing a good job, Karin Hurt writes. "In fact, the more you treat others with deep respect, the more likely the team will work to reject any member acting inappropriately," she writes. SmartBrief/SmartBlog on Leadership (3/8)
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Sales Strategies
How the sales team can boost marketing efforts
Your salespeople can make valuable contributions to marketing efforts in several ways, writes Brad Miller. Salespeople can help create marketing content, and they can also foster relationships and connect with key individuals via social media. "The major advantage of your sales team using social is that it easily integrates with the rest of your marketing initiatives," he writes. SearchEngineWatch.com (3/8)
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An informative way to check a consulting firm's references
The traditional method of checking references won't give you any new information when you're deciding whether to hire a specific consulting firm, writes Matt Sharrers. For this reason, you should get stakeholders in your sales force involved and have them reach out to their peers in the companies that are acting as references, he advises. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (3/9)
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How to help your salespeople develop their skills
As a sales coach, you can't simply tell your sales representatives what they're doing wrong and how to improve, writes Richard Ruff of Sales Horizons. You may have to observe the representative to make sure he or she is incorporating your advice and getting better. "Improving any skill requires knowing some things about the behavior but, more importantly, one needs to put that knowledge to work -- practice and feedback are required," he writes. SalesTrainingConnection.com (3/8)
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Daily Data Points
Higher U.S. retail sales figures are expected
Economists predict that U.S. retail sales figures for February, to be released this week, will reveal a 0.5% increase in spending, up from a 0.1% gain in January that apparently was little affected by higher taxes at the start of the year. The sequestration, which took effect March 1, also is seen as a minor factor so far, said Mark Zandi of Moody's Analytics. Bloomberg (3/10)
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On the Road
Airlines seek to boost Wi-Fi speed, capacity
Airlines are seeking to keep up with the demand for quicker Wi-Fi, and Gogo is upgrading its ATG technology in an effort to accommodate more passengers while maintaining quality of service. Gogo's ATG-4 technology adds a second modem and two more antennas on planes. Travel Weekly (3/10)
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App Update
Apps aim to simplify legal process for clients
A number of new mobile applications are designed to enable clients to make better sense of the legal system and their attorneys -- software that lawyers are praising and providing to their clients. "It helps them to understand what we do," said Brian Baker, a bankruptcy attorney. For example, Viewabill enables clients to keep an eye on their legal bills and can track attorneys' billable hours. The Wall Street Journal (3/10)
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Making Small Talk
Researchers say legendary Viking "sunstone" is real and actually worked
The mythical "sunstone," which legend says the Vikings used to guide them across the high seas, may not be so imaginary after all, according to scientists who believe they've discovered one. Researchers at the University of Rennes in Brittany found the palm-sized calcite crystal in the wreckage of a ship that sank off the Channel Islands and determined it may have actually worked as a navigation aid. "It permits the observer to follow the azimuth of the sun, far below the horizon with an accuracy as great as plus or minus one degree," writes researcher Guy Ropars. The Independent (London) (tiered subscription model) (3/6)
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Editor's Note
SmartBrief's inside look at #SXSW
SmartBrief is attending the South by Southwest Interactive Festival, with tweeting @SmartBrief and blogging at SmartBlogs. Here's some of our coverage so far.
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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.
 
SmartQuote
Buyers are looking for individuals who understand their day-to-day challenges and have solutions that solve them, insight, and unique perspectives."
-- Brad Miller, director of business development for Fathom, writing at SearchEngineWatch.com
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