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November 12, 2012
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The Leaderboard 
  • Leaders make mistakes, David Petraeus said before we knew his
    Shortly before their affair was revealed, retired Gen. David Petraeus was interviewed by Paula Broadwell about his thoughts on leadership. Among the now-disgraced general's tips: Be willing to admit your failings. "We all will make mistakes. The key is to recognize them and admit them, to learn from them, and to take off the rearĀ­ view mirrors -- drive on and avoid making them again," Petraeus said. The Daily Beast/Newsweek (11/5) LinkedInFacebookTwitterGoogle+Email this Story
  • Get big returns from investing in your people
    Many leaders are focused on solving immediate problems, but they should also be investing in their people and helping them develop skills, writes S. Anthony Iannarino. "You have to care enough about the person that needs your help to give them the help that they really need," he writes. "That means you have to shift the outcome from how you can help this person in the fastest way possible to how you can help them grow." TheSalesBlog.com (11/10) LinkedInFacebookTwitterGoogle+Email this Story
Getting Paid: How to Get Customers to Pay Up
Dealing with the money isn't fun, but it's a necessary evil for staying in business. While every business has their ups and downs, the key to positive cash flow is collecting payments in full and on time to keep the cash coming in as predictably as possible. Seem impossible? Learn how these small-business owners did it.

Sales Strategies 
 
  • Why some salespeople don't succeed
    Salespeople may fail to reach their goals for several reasons; for example, they may not have access to an effective selling system, writes Sean McPheat of MTD Sales Training. "Going out to sell every day without a proven plan of action is like trying to drive a car without a steering wheel," he writes. Alternatively, they may fail if they lack training or a belief in the product they are selling. MTDSalesTraining.com (11/8) LinkedInFacebookTwitterGoogle+Email this Story
How to Achieve IT Agility: A Survival Guide for IT Decision Makers
When business teams add new apps and services to already-strained networks, IT departments are accountable for making everything work. Is your team ready for this challenge? Read this eGuide to learn how IT teams are automating their networks, why they're utilizing Ethernet fabrics and SDN, and what success looks like as they regain network control and business relevance.

Daily Data Points 
 
  • CEOs press Congress to deal with deficit
    As Republican and Democratic lawmakers prepare for upcoming discussions over the U.S. "fiscal cliff," corporate executives are launching their own media-based campaigns. The Campaign to Fix the Debt expects to spend more than $1 million on advertisements with slogans such as "Just Fix It." The Business Roundtable is ready to spend about $500,000 on similar messages focused on media in the Washington, D.C., area. The New York Times (tiered subscription model) (11/11) LinkedInFacebookTwitterGoogle+Email this Story
The ROI of Privacy with TRUSTe Solutions
Investment in a Data Privacy Management Platform can deliver significant, positive financial returns for corporate bottom lines. The "Total Economic Impact (TEI) of TRUSTe" Study explains how Forrester Analysts calculated a 151% ROI for TRUSTe customers. Download the study now.

On the Road 
  • Study: More frequent travel equals poorer health
    It is harder for frequent business travelers to stay healthy, according to a Columbia University study. The report notes that regular travelers had higher body mass indexes and obesity levels, and those on the road more than 20 nights per month were 2.61 times more likely to report being in poor health. Las Vegas Review-Journal (11/11) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • Microsoft's Skype in the Workspace opens a marketing channel
    Microsoft is starting Skype in the Workspace to attract small and medium-sized businesses to its Internet video chat and related services. Among the features is the ability for a business to create an "opportunity" meeting to which others can respond. "A salesperson or marketer might drool over how opportunities could be used to generate and qualify leads. Partnership development, recruiting, product testing and a host of other business tasks come to mind, too," Kevin Casey writes. CIO.com/IDG News Service (11/8), InformationWeek (11/8) 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.
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SmartQuote 
Without true belief in what you do, without passionate conviction that the prospect wins in a sale; it becomes very difficult to be persistent."
--Sean McPheat, managing director of MTD Sales Training, writing at MTDSalesTraining.com
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