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December 3, 2012
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The Leaderboard 
  • Don't let your meetings get stuck in the bike shed
    Too many high-level meetings fall prey to "bike-shedding" -- the notion that smart, powerful people will quickly sign off on important issues they barely understand but will spend hours arguing over trivial issues they think they understand, such as whether to build a bike shed. Avoid this trap by giving your team members the information they need to make big decisions and shielding them from the small ones, advises Dan McCarthy. "If you're the leader, exercise your decision making authority on the trivial stuff," he writes. SmartBrief/SmartBlog on Leadership (11/29) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • Cold calling is out; inbound marketing is in
    Cold calling is often ineffective in the current sales climate, but inbound marketing is on the rise, writes Jason Gervais of WSI Milton. This technique "is about getting involved while your prospective customers are doing their research and becoming a resource in helping their decision making process," he writes. B2C Marketing Insider (12/2) LinkedInFacebookTwitterGoogle+Email this Story
  • Supercharge your sales team's productivity
    When managing a sales team, it's important to set goals and to track the activities that help the team accomplish these objectives, writes Cameron Read. Effective sales teams must be able to explain how they are using their resources and why they are deploying them in that fashion, he adds. Dynamic Business online (Australia) (11/28) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • IDC: Need for mobility will drive IT spend upward
    The increasing need for mobility is expected to be a main driver spurring IT spend next year, according to research from IDC predicting global tech expenditures will increase 5.7%. Emerging markets may have even healthier growth numbers, as IDC expects tech spend to rise 8.8% in those regions. Network World (11/30) LinkedInFacebookTwitterGoogle+Email this Story
Strategies from Sales & Marketing Management 
  • The changing relationship between CMOs and CIOs
    A study by the CMO Council found that marketing and information technology executives agree that digital marketing is important to their companies, but neither felt they were partnering effectively with the other. The convergence of marketing and technology demands that CMOs and CIOs become best friends -- if not one and the same person. Sales & Marketing Management (12/3) LinkedInFacebookTwitterGoogle+Email this Story

On the Road 
  • The best, most useful international airport hotels
    The world's busiest airports are home to some of the finest hotels -- and this annual roundup lists the best of the best for business travelers. "Given the long history of integrating lodging and transportation, it's no surprise that virtually all major global hub airports have at least one useful and convenient hotel," Joe Brancatelli writes. American City Business Journals (11/28) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • How predictive analytics can revolutionize sales
    Traditional CRM systems aren't very good at determining which prospects are most likely to buy, but predictive analytics can help supply this valuable information, writes Brian Kardon of Lattice Engines. Analytics can also enable sales professionals to make decisions based on facts rather than instinct. "The big data explosion is driving a fundamental shift from gut decisions and managing by anecdote," he writes. (11/30) 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 
  • Why Wile E. Coyote would love
    Amazon's free-shipping deals extend to some surprisingly bulky purchases -- up to and including a 1,509-pound safe that would ordinarily cost $700 to ship. "These days, if Wile E. Coyote wanted a safe to drop on the Road Runner, he would be better off ordering from Amazon than Acme, which probably charged for shipping," writes Jeremy Olshan. MarketWatch (11/29) LinkedInFacebookTwitterGoogle+Email this Story
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Buyers don't want to talk to you!"
--Jason Gervais, Internet marketing consultant, writing at B2C Marketing Insider
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