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December 11, 2012
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The Leaderboard 
  • How to lead like a Zen master
    When someone presents you with an idea, you should take a deep breath and wait 24 seconds before letting yourself criticize it, Cue Ball CEO Tony Tjan says. If you can manage 24 seconds, then try 24 minutes. "Then if you become a Zen master of optimism, you could wait a day and spend that time thinking about why something actually might work," he says. The New York Times (tiered subscription model) (12/8) LinkedInFacebookTwitterGoogle+Email this Story
2 Methods for Achieving Your Revenue Goals
If you're a performance-driven marketer, you're constantly tracking to your goals. But are you using the right target? How do you gain confidence that your campaign plan will achieve your revenue target? This guide to campaign planning will show you how to use campaign insights to meet your revenue goals.
Sales Strategies 
  • Expertise is the secret to 2013 sales success
    Sellers who are successful in the current business climate have the expertise necessary to engage with customers, writes Ryan Estis. "I am talking about sellers that are informed and invested enough to become experts on the customer's business," he writes. "They are positioned to offer the customer a more compelling value proposition." You can get ready for a strong performance in 2013 by gathering insights from your customers and ensuring that your representatives have the skills they need, Estis advises. (12/10) LinkedInFacebookTwitterGoogle+Email this Story
  • Smart training systems focus on the buyer
    An important part of the training process is to inform your salespeople about the types of buyers your company works with and what their goals are, writes Patrick Seidell. "For you to successfully link strategy and execution, start with how you train reps," he recommends. "Train them on the buyer -- their motivation, how they buy and what they think." Sales Benchmark Index/Sales Force Effectiveness Blog (12/10) LinkedInFacebookTwitterGoogle+Email this Story
  • Understanding the sales-review process
    The sales-review process is valuable because it enables managers to monitor the sales operation's performance, writes Steve Reeves. The process will vary from company to company, but in general, it's important to qualify the opportunity and to develop a strategy. "By the end of the review we'll know what we know, what we don't know, what we need to find out, and what we need to achieve in our process," he writes. Successful Sales Management blog (U.K.) (12/10) LinkedInFacebookTwitterGoogle+Email this Story
The MBA for Today
The University of Scranton's online Master of Business Administration degree offers rigorous academic preparation, AACSB accreditation and access to courses taught by our world-class faculty on a 24-hour daily basis. Students can choose to pursue a General Online MBA, or choose from multiple specializations! Learn more.
Daily Data Points 
  • CFOs are cautiously optimistic about 2013
    Forty-six percent of finance chiefs, treasurers and other financial professionals surveyed said they believe business conditions will be better next year, but growth could be threatened by the "fiscal cliff" and other issues in Washington, according to the 2013 Association for Financial Professionals Business Outlook. Respondents also said they expect access to credit will largely remain the same next year, with only 6% expecting access to short-term credit to decrease. The Wall Street Journal/CFO Journal (tiered subscription model) (12/10) LinkedInFacebookTwitterGoogle+Email this Story
Recognition Culture: MVP of Employee Experience
Employees will consistently go the extra mile for a company if recognized for a job well done. After all, what gets recognized, gets repeated. If you're looking to understand more about the importance of recognition to company culture and discover techniques to help your company leverage recognition to deepen employee engagement, check out the "Recognition Culture: The MVP of Employee Experience" eBook to learn more.
On the Road 
  • Airports become centers for shopping
    Airports are expanding their retail offerings, and travelers are beginning to consider their local travel hubs as a good source for merchandise. Retailers face the challenge of letting consumers know where they are located so fliers don't wind up lost or miss their flights, says Tyler Craig, vice president and general manager of airport retail company NCR Travel. The New York Times (tiered subscription model) (12/10) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • Customers like social for pre-sales outreach, study says
    Online shoppers say they prefer to use social media during the "awareness" stage of the purchasing process, when they're learning about products or seeking out promotions, according to a Capgemini study. Live chats, e-mail and mobile applications are among the tools seen as more useful for making purchases, tracking shipments and for after-sales care, the study found. eMarketer (12/7) LinkedInFacebookTwitterGoogle+Email this Story
Featured Content 

Making Small Talk 
  • Some of the world's weirdest menorahs
    The Jewish festival of Hanukkah is here again, and not all menorahs are straight-laced. This gallery includes a knitted menorah, one baked out of challah bread, one bolted to a car's roof and one that incorporates "Star Wars" figurines. (12/8) LinkedInFacebookTwitterGoogle+Email this Story
Position TitleCompany NameLocation
Regional Director, Sales DevelopmentPandoraNew York, NY
Director Affiliate SalesStarz EntertainmentAtlanta, GA
Director, Inside SalesORS NascoTulsa, OK
Click here to view more job listings.

The best sales strategy is developed in partnership with the customer."
--Ryan Estis, business performance expert, writing at
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