Want that promotion? Step up your leadership game | What's the most effective sales strategy? | U.S. likely will double exports by end of 2014, Obama says
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March 13, 2013
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The Leaderboard
Want that promotion? Step up your leadership game
Leadership advancement begins with wanting to advance, Jennifer Miller writes. Then, you need to cultivate advocates in senior management, be active in strategic meetings and be connected within the organization and not just within your silo, Miller says. "It's not enough for you to be ready to take on a bigger role at work; you also must be seen as being ready," she writes. SmartBrief/SmartBlog on Leadership (3/12)
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Sales Strategies
Why alignment with buyers is critical for making sales
Representatives will be more successful at making sales if they adjust their approach based on where their prospects are in the buying process, writes Dan Bernoske. Salespeople can help create this sort of alignment by offering insight, listening to what buyers say and observing buyers' behaviors. "Buyers don't care about your product. They care about solving their problems," Bernoske writes. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (3/11)
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What's the most effective sales strategy?
Several strategies can lead to sales success, writes Donal Daly. Some salespeople will operate like entrepreneurs; others will focus on serving customers or following the sales methodology. Salespeople who focus only on making the quota, however, are unlikely to be top performers, Daly writes. Dealmaker365 (3/12)
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Daily Data Points
U.S. likely will double exports by end of 2014, Obama says
President Barack Obama told his advisory council on exports that the U.S. is "well on our way" toward achieving his goal of doubling America's exports by the end of 2014. He said the best way to boost exports is to press ahead with efforts to negotiate free-trade agreements with Europe and Asia. Obama said European nations are "hungrier for a deal than they have been in the past." Bloomberg (3/12), Market News International (3/12), The White House Blog (3/12), MercoPress (Uruguay) (3/13)
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On the Road
Senator plans bill to expand use of electronic devices on flights
Sen. Claire McCaskill, D-Mo., plans to introduce legislation to allow passengers to use personal electronic devices during all phases of flight. The bill includes devices such as tablets and music players but not cellphones. Politico (Washington, D.C.) (3/7)
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App Update
FirstRain adds customer intelligence to Salesforce Touch
FirstRain has added customer-intelligence software to the Salesforce.com Touch Platform. "FirstRain for Touch will provide customers with the right intelligence to help them connect with their customers in entirely new ways and accelerate business success," said Clarence So, Salesforce's executive vice president of mobile strategy. ClickZ (3/12)
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Making Small Talk
Picking a pope: Will the smoke be clear?
When eligible cardinals of the Catholic Church gather to vote for a new pope, they follow centuries of tradition and rigid procedure designed to ensure no news is leaked. The only public display -- the black smoke for no consensus, white smoke to signify a pope has been chosen -- is not as reliable, however. "It's never worked all that well," says the Rev. Thomas J. Reese of the National Catholic Reporter. "I wish they'd test it and make sure it works before they go into the conclave, because last time the smoke came out gray. Everybody was [asking], 'Is it white? Is it black?' " National Public Radio/The Two-Way blog (3/11), Reuters (3/13)
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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.
Focus on the needs of the Buyer, not your quota."
-- Dan Bernoske, writing at the Sales & Marketing Effectiveness Blog
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