Encourage young sales reps to learn every day | How sales teams can enhance pipeline visibility | SAP, Pitney Bowes marketing chiefs on B2B customer experience
September 13, 2019
SmartBrief on Sales
Sales and Marketing Management Strategies
Encourage young sales reps to learn every day
Young salespeople can improve their business acumen by following recent news and reading relevant books to learn more about key topics, writes Anthony Iannarino. Inexperienced salespeople should take good notes after meetings with clients and learn from the stories of more experienced reps, Iannarino writes.
The Sales Blog (9/11) 
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How sales teams can enhance pipeline visibility
How sales teams can enhance pipeline visibility
Sales departments must work to remove any tension between themselves and marketing teams in order to achieve more predictable pipelines, as terms such as "qualified" and "follow up" must be well-defined in order to allow for pipeline visibility, writes Matt Heinz. In addition, sales managers should encourage their teams to focus more on long-term results, which allows for a more nuanced approach to pipeline management.
Heinz Marketing (9/11) 
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SAP, Pitney Bowes marketing chiefs on B2B customer experience
SAP's Alison Biggan and Pitney Bowes' Bill Borrelle share their thoughts on how business-to-business marketers can more effectively engage prospects by delivering a superior customer experience across the entire buying journey. "If you are not differentiating based on experience, and doing everything you can to meet your customer's expectations, you're opening it up for a competitor," Biggan says.
Chief Marketer (9/12) 
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Daily Data Points
Trump postpones latest round of tariffs on China
Trump postpones latest round of tariffs on China
President Donald Trump is delaying by two weeks the effective date of hiked tariffs on $250 billion worth of Chinese goods. Trump said it was a "gesture of good will" in response to a request from the Chinese government.
CNBC/Reuters (9/11),  The New York Times (tiered subscription model) (9/12),  Agence France-Presse (9/12) 
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The Leaderboard
Use your heart to improve communication
Try and practice the idea of "heart-centered communication," which relies on positive intent, focus, asking questions and repeating what the other person said for understanding, writes IMPAQ CEO Mark Samuel. "It is less of a skill and more of an intention to care about the state a person is in when communicating as well as the experience of the person receiving the communication," he argues.
Forbes (9/9) 
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Look to inspire rather than command
"Megaphone" leaders spell out what they want their teams to do, while "mirror" leaders inspire employees to do their best by modeling what it takes to succeed, writes Molly Page. "Mirror leaders inspire introspection by individual contributors, and they trust that others can innovate and find solutions to the task at hand," she writes.
Thin Difference (9/12) 
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On the Road
Be prepared for construction complications at 5 major US airports
Airport construction projects at five major US hubs will likely complicate business air travel in the coming months. Projects are underway at Atlanta, Boston, Chicago, Denver and San Francisco.
Forbes (9/12) 
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Tech Update
Adobe adds tools to help brands personalize messaging
Adobe is enhancing its Target tool with a variety of new features to enhance personalization. These include recommendations based on profile data; tutorials, sample code and tips for mobile app personalization; and new software development kits to enable brands to use a visual editor to personalize content and messages.
MediaPost Communications (9/10),  MarTech Series (9/10) 
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Snapchat, DoubleVerify partner to improve brand safety
Snapchat, DoubleVerify partner to improve brand safety
Marketers using Snapchat's lenses, filters and Snap and Story Ads can now boost brand safety with DoubleVerify's viewability and fraud verification technology. "DoubleVerify uses consistent evaluation standards across environments -- including web, mobile app and social, making it easier for advertisers to benchmark performance across their entire media plan," says DoubleVerify CEO Wayne Gattinella.
Marketing Land (9/12),  Adweek (tiered subscription model) (9/12) 
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Making Small Talk
Feds deny LeBron James a "Taco Tuesday" trademark
Feds deny LeBron James a "Taco Tuesday" trademark
James (Jason Miller/Getty Images)
An attempt by LeBron James to copyright the phrase "Taco Tuesday" was denied this week by the US Patent and Trademark Office, which ruled the phrase was a "commonplace message."
Yahoo (9/12),  Sports Illustrated online (9/11) 
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Ditch the dream and be a doer, not a dreamer.
Shonda Rhimes,
television producer, writer
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