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January 18, 2013
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The Leaderboard 
 
  • Lessons from Lance Armstrong about trust in the workplace
    Lance Armstrong admits in an interview with Oprah Winfrey to using performance-enhancing drugs, and his belated confession holds lessons for leaders, writes Bob Selden. Top of the list: Come to terms with the limits of your ability to spot when people are being dishonest. Selden also advises starting with e-mails for important communications, then bolstering them with face-to-face interaction. Management-Issues (U.K.) (1/17) LinkedInFacebookTwitterGoogle+Email this Story
  • Stop rewarding your company's escape artists
    Bosses shouldn't reward workers for narrowly avoiding catastrophes, writes Jane Perdue. Getting that close to disaster in the first place is a sign of poor planning, Perdue explains. "Great CEOs achieve the right results by assuring that just the right amount of planning happens," she writes. SmartBrief/SmartBlog on Leadership (1/17) LinkedInFacebookTwitterGoogle+Email this Story
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Sales Strategies 
  • 5 elements of a speech that's sure to inspire your sales team
    If you've been asked to give a presentation at your company's sales kickoff meeting, you can make your content more interesting by borrowing some techniques from the world of e-mail marketing, writes Heidi Bullock. Tailor your approach to the specific needs of the sales representatives, and make sure you start strong so they will listen to the rest of your presentation. "You have 30 seconds at the start of the presentation to hook your audience," she writes. Marketo/B2B Marketing and Sales Blog (1/17) LinkedInFacebookTwitterGoogle+Email this Story
  • 4 components of a humble sales presentation
    It's important to show a little humility during the sales process, especially as you present a summary of your customer's business situation, writes Geoffrey James. "If you presented the summary with humility, the customer is usually pleased that you've taken the time to research and understand the real issues," he writes. This approach also allows you to uncover any potential errors in your analysis before you attempt to sell your solution, he notes. Inc. online (free registration)/Sales Source blog (1/15) 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.

Daily Data Points 
 
  • U.S. jobs, housing data point up
    Read full story  
    Reuters
    The latest numbers for weekly U.S. jobless-benefit applications and for housing starts were the best since 2008. The jobless data for last week point to continued slow improvement in employment, although January figures can be deceptive. The housing-starts figure, for December, was also an encouraging sign in a key segment that drives much of the rest of the economy, though much of the gain came from the volatile multifamily sector. The Washington Post/The Associated Press (1/17), Reuters (1/17) 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.

On the Road 
App Update 
  • Simple steps to improve your LinkedIn presence
    LinkedIn has added features that make it more useful for demand generation, writes John Koehler, but marketers must take certain steps to make the most of them. For example, set aside part of every week to update your LinkedIn pages, build your network and reach out to the connections there. Take advantage of the "endorsements" feature to establish credibility, and be sure to participate in relevant groups. Sales Benchmark Index/Sales Force Effectiveness Blog (1/17) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • The Heisman candidate and the girlfriend who never existed
    Manti Te'o was the heartwarming story of college football -- leading Notre Dame to the national title game after overcoming the deaths of a grandmother and his girlfriend. The grandmother was real, but, the investigation by the website Deadspin uncovered, the girlfriend never existed. Te'o and Notre Dame say he was victim of an elaborate hoax, though even that statement is in doubt, as Adam Clark Estes notes. Deadspin (1/16), The Atlantic Wire (1/16) LinkedInFacebookTwitterGoogle+Email this Story
 
Position TitleCompany NameLocation
Sales Performance ManagerAvis Budget GroupHouston Area, TX
Global Sales Development LeadFacebookMenlo Park, CA
Sales Manager (Inside Sales)Moodlerooms, Inc.Baltimore, MD
Head of Sales OperationsLiving SocialWashington, DC
VP of Sales and Business DevelopmentSmashFlyBoston, MA
Click here to view more job listings.

SmartQuote 
In short, showing your humility makes you more credible and more believable, and therefore more likely to make the sale!"
--Geoffrey James, writing at Inc. online
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