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January 10, 2013
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The Leaderboard 
  • Why smart bosses start book clubs
    One way to foster engagement is to ask your entire team to read a particular business or management tome, writes Baron Christopher Hanson. Turning your company into a reading group gives you a chance to understand employees better and allows them to share their passions and ideas more freely. "Everyone in the company is guaranteed to have something in common to talk about going forward," Hanson writes. SmartBrief/SmartBlog on Leadership (1/8) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • 5 reasons coaching is critical for sales groups
    Experts recognize the importance of sales coaching, but for a number of reasons, organizations may not make it a priority, writes Janet Spirer. Coaching helps salespeople retain the lessons they learn during sales training, and it allows managers to use their knowledge to help your company, she explains. (1/7) LinkedInFacebookTwitterGoogle+Email this Story
  • How to stay on the road to success in 2013
    Your sales kickoff meeting may not be as effective as you would like. Chances are that only a small percentage of your representatives will attempt to use the skills you discuss during the meeting, and they'll likely abandon them once they experience a setback. This article includes a video designed to help companies overcome the shortcomings of sales training. Selling Power (free registration) (1/8) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • CIOs earmarked more dollars for SaaS in Q4
    Technology executives are increasingly turning their attention -- and their money -- to software-as-a-service solutions, such as those offered by, Workday and SAP, according to data from Pacific Crest Securities. The survey, which tracks the spending priorities of CIOs, found that SaaS jumped seven places on a ranking of tech spending priorities -- more than any other solution -- although security and private clouds continue to garner the lion's share of enterprise IT budgets. All Things D (1/8) LinkedInFacebookTwitterGoogle+Email this Story
This Week's Sales Cartoon 
On the Road 
App Update 
  • Why your prospects need as much attention as your customers
    Customer acquisition management plays a key role in attracting new people to do business with your brand, writes Neil Rosen, CEO of eWayDirect. "The reality is that if you're not putting the same care and attention into managing your relationships with potential customers as you are with current ones, you may be missing out on a lot of significant opportunities." After a prospect has become a customer, the customer acquisition management team can pass him or her along to the customer relationship management team, he notes. MediaPost Communications/CRM blog (1/8) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • How interruptions affect your effectiveness
    Even short interruptions can have a negative impact on your ability to do your job, research from Michigan State University suggests. Participants in the study were directed to enter a series of letter combinations on a computer keyboard; those who were interrupted were significantly more prone to errors. "Even momentary interruptions can seem jarring when they occur during a process that takes considerable thought," said Erik Altmann, a psychology professor. The Telegraph (London) (tiered subscription model) (1/8) LinkedInFacebookTwitterGoogle+Email this Story
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Sometimes bad ideas just won't die."
--Janet Spirer, co-founder of Sales Horizons, writing at
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