Coach emerging leaders on how to constructively express themselves | How to establish credibility for effective leadership | Sales reps must demonstrate how their products stand out
November 16, 2018
SmartBrief on Sales
The Leaderboard
Coach emerging leaders on how to constructively express themselves
Tomorrow's leaders may never reach that designation if we don't allow some leeway for communication that comes across as overly enthusiastic or candid, writes Karin Hurt. "We don't just need more people speaking up, we need to help our emerging leaders speak up in a way that can be heard so their ideas can add the most value," she writes.
Let's Grow Leaders (11/13) 
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How to establish credibility for effective leadership
Great leaders know they can't do it alone, so they recruit people who help them create order out of chaos, develop productive relationships and inspire employees to care about the organization's vision, write Deborah Ancona and Henrik Bresman. "[E]ffective leaders should know their strengths and weaknesses, so they can find people who complement them, not compliment them," they write.
INSEAD Knowledge (11/14) 
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Sales Strategies
Sales reps must demonstrate how their products stand out
Sales representatives should always be prepared to explain what makes their product or service different than the competition's, writes Sean McPheat. This can be done by showing prospects how you've increased other buyers' return on income or by sharing quotes and testimonials from previous customers.
MTD Sales Blog (UK) (11/15) 
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How to get more out of your sales coaching
Sales managers should employ regular role-playing sessions along with weekly sales meetings to coach their teams, writes Matthew Sunshine. While coaching, sales managers should focus on positivity, specific feedback and reactions to what they've personally observed their representatives doing.
Sales & Marketing Management (11/15) 
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Daily Data Points
Corporate debt makes US economy vulnerable
Corporate debt represents a legitimate risk for the US economy, according to a research note by JPMorgan economists Jesse Edgerton and Devwrat Vegad. "While we do think the vulnerabilities created by corporate debt could contribute to future recession dynamics, there is little sign that they present the same magnitude of risk as the household and financial leverage that contributed to the 2008 crisis," Edgerton and Vegad wrote.
Forbes (11/14) 
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On the Road
Airport vending machines offer range of merchandise beyond snacks
Airport vending machines are offering a range of products, including books, makeup, winter wear and fresh local foods. The machines let merchants sell to travelers without renting airport storefronts.
The Wall Street Journal (tiered subscription model) (11/14) 
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App Update
Zoho adds new features to Zoho CRM Plus
Zoho has integrated its Zoho Analytics engine and Zia intelligent assistance tool with its customer relationship management software, Zoho CRM Plus. The new features will allow users "to access data across all of its applications, automatically providing teams with valuable insights enabling them to deliver better customer experiences across all channels," said Brent Leary, co-founder and partner of CRM Essentials.
Enterprise Times (UK) (11/15) 
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RD offers free CRM to promote marketing solution
Brazilian software provider Resultados Digitais has offered its customer relationship management platform for free in the hopes that businesses will try RD Station, a marketing automation suite. The move is part of its international expansion efforts, as RD recently launched the English version of its platform.
ZDNet (11/15) 
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Making Small Talk
Booking it to prove tome-sorting speed
The New York Public Library's book-sorting team uses a Lynsgoe Systems sorting machine, something it learned about from the King County Library System in Washington state, to disperse books efficiently among libraries in the same boroughs. The two library systems pitted their book-sorting teams against each other earlier this month, tying the series at 3 to 3 when the New York City team sorted 12,330 books to King County's 10,007.
Atlas Obscura (11/14) 
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Self-knowledge is no guarantee of happiness, but it is on the side of happiness and can supply the courage to fight for it.
Simone de Beauvoir,
writer and activist
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