| January 18, 2013 |
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- 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.)
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- 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
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- 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)
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- 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)
- 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)
 | In short, showing your humility makes you more credible and more believable, and therefore more likely to make the sale!"
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