How CEOs use email to communicate | Body language can make or break a first impression | Auto manufacturers understand these sales truths
March 22, 2019
SmartBrief on Sales
The Leaderboard
How CEOs use email to communicate
How CEOs use email to communicate
The emails of 38 CEOs reveal that these executives maximize their time by responding immediately to the most important messages, writes Ben Bashaw. These CEOs commonly said "us" and "we" and delivered empathetic responses while regularly emphasizing the organizational mission.
Slab Blog (3/19) 
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Body language can make or break a first impression
Power poses didn't live up to the hype, but they can inspire simple yet effective body language that helps you put your best self forward during meetings or presentations, writes former FBI agent LaRae Quy. Give a genuine smile, use simple hand gestures, keep a wide stance, avoid touching your neck and maintain strong posture.
SmartBrief/Leadership (3/20) 
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Mobile Device Usage is a Threat to Data Security
74% of global IT leaders reported a data breach due to a mobile security issue. Discover how cybersecurity is shifting to meet the needs of a mobile world, and why it's critical to not fall behind. Learn how to protect your organization from mobile threats in The Convergence of InfoSec & Mobile.
Sales Strategies
Auto manufacturers understand these sales truths
Auto manufacturers understand these sales truths
(Timothy A. Clary/AFP/Getty Images)
Automakers understand buyers often shop by price range before looking at features and settle within the middle when presented with multiple price levels, writes Pamela Hazelton. In addition, car buyers are encouraged to make a purchase when websites feature plenty of imagery and user-generated content, Hazelton writes.
Practical eCommerce (3/21) 
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Use sales velocity to measure deal speed
Sales velocity indicates how quickly deals are moving through the sales pipeline, which can be measured by multiplying the number of opportunities, deal value and win rate before dividing by the length of the sales cycle. Sales velocity can often be improved by offering buyers incentives to close earlier, writes Meg Prater.
HubSpot (3/21) 
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How your competitors can help you increase profits
Sellers can often improve their bottom line by cooperating with their competitors. Exchanging stale leads can provide new opportunities for both companies, and licensing agreements may help get each other's compatible products to new customers.
Inc. online (3/21) 
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7 Steps For Effective Sales Enablement
For sales managers, team productivity will always be a top priority. Coaching, practicing, and consistent 1:1s solve some of the biggest challenges for increased productivity. Get this guide to learn how to implement these effective practices.
Daily Data Points
Consumer economic expectations down in March
The Bloomberg Consumer Comfort expectations gauge dropped to 47.5 in March as respondents indicated they believe the economy is declining. The result was a drop from the previous month's 54.5 reading.
Bloomberg (tiered subscription model) (3/21) 
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On the Road
United Airlines boosts offerings with 18 new routes
United Airlines boosts offerings with 18 new routes
(David McNew/Getty Images)
United Airlines is adding 18 new routes, boosting service to cities including Cleveland; San Francisco; New York; Washington, D.C.; Tampa, Fla.; and Denver. "These new routes demonstrate our continued commitment to offer our customers more choices than any other airline," said Ankit Gupta, United's vice president for domestic network planning.
Frequent Business Traveler (3/19),  Airline Network News & Analysis (3/19) 
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App Update
Vonage debuts CX Cloud Express
Vonage has announced CX Cloud Express, a contact center solution that can be integrated with customer relationship management software. CX Cloud Express is the first offering to combine features of the Vonage Business Cloud and the NewVoiceMedia contact center platform.
Telecompaper (Netherlands) (3/20) 
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Sales dashboards help teams monitor KPIs
Sales dashboards can be an effective way to stay informed on key performance indicators and track progress toward sales goals. For best results, make sales dashboards available to all personnel, and design them with a clean layout and formulas for automatic calculations, writes Meredith Hart.
HubSpot (3/21) 
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Making Small Talk
Be careful if you take a milk crate -- it could be illegal
Be careful if you take a milk crate -- it could be illegal
(Patrick Lin/AFP/Getty Images)
Plastic milk crates are high-quality, durable products, so much so that college students and other people will keep them as storage containers. That increases the dairy industry's costs, however, and over the past few decades, multiple states have criminalized unauthorized possession of labeled milk crates and even incarcerated people for it.
Tedium (3/19) 
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I had a running compiler and nobody would touch it because, they carefully told me, computers could only do arithmetic; they could not do programs.
Rear Adm. Grace Murray Hopper,
developer of the first compiler for a computer programming language

March is Women's History Month

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