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January 2, 2013
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The Leaderboard 
Sales Strategies 
  • Metrics that will lead to sales success
    As you seek to maximize the value created by the sales and marketing departments, you should track metrics such as the current and future health of the sales pipeline, according to Heinz Marketing. You should also pay attention to the number of new opportunities you're creating. (12/31) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
On the Road 
  • Added fees are expected to increase travel costs in 2013
    Travel-service providers such as hotels, cruise lines and rental car agencies are expected to emulate airline practices and introduce more ancillary fees this year. Some hotels are already charging extra for services such as luggage storage and room safes. USA Today (1/1) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • How social and mobile tools boost sales productivity
    Companies may be able to enhance their productivity by providing their salespeople with mobile and social CRM systems, research suggests. "Whether your organization is using social, mobile, or collaborative applications to facilitate sales cycles, one thing is for sure: Today's consumer technologies are having a transformative effect on businesses," writes Kelly Liyakasa. CRM magazine (1/2013) LinkedInFacebookTwitterGoogle+Email this Story
  • Make the most of your CRM tools
    Many CRM systems fail to live up to their potential, but you can address this issue by collecting data and developing protocols for success, writes Ken Thoreson, president of Acumen Management Group. The "art and science" of sales management "will still rely on the salesperson's ability to create trust and confidence during the sales process, but a more prescriptive, proven approach to winning the sale will be the salesperson's most effective ally," he writes. (12/28) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • The story behind the term "smart alec"
    The term "smart alec" originally referred to a man named Alec Hoag, a thief who was active in the 1840s, according to research. Along with his wife, Melinda, Hoag would rob people and pay off the police. After his capture, police began to refer to him as "Smart Alec." (12/28) 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.

If your region can evolve faster, you win. If you can't, eventually you will be branded as a blocker."
--Matt Sharrers, partner at Sales Benchmark Index, writing in the firm's Sales Force Effectiveness Blog
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