What messages do your actions send to employees? | How to find success with your lead-generation efforts | Tips for making sales training more engaging
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February 27, 2014
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The Leaderboard
What messages do your actions send to employees?
Bosses are supposed to be "better, smarter and wiser" than those under them, and that's the standard against which employees judge them, writes Devin Lemoine. That means it's vital to hone "soft skills" and core competencies, and to reflect on how actions will be perceived. "The best bosses are thoughtful about the image they're projecting to their teams and work to ensure their words and behaviors are consistent with their messages," Lemoine writes. Success Labs (2/25)
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Sales Strategies
How to find success with your lead-generation efforts
Running a successful lead-generation campaign begins with using a high-quality data set, writes Jenny Vance, president of LeadJen. In addition, you'll need to choose the right frequency for communicating with prospects, deliver a compelling message and track your results, Vance writes. "Measurement should start early in the campaign so you can course-correct before the campaign ends and increase success," she writes. Techpoint (2/14)
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Tips for making sales training more engaging
Many salespeople find training sessions boring, but it doesn't have to be that way, writes Jeff Schmidt of Sparque. You can catch the interest of your sales reps by asking questions, holding a discussion and skipping the slideshow presentation, Schmidt writes. "To know and not to do, is not to know," he advises. "Engage your sellers with compelling content and then coach them to do. When you take this approach, you will reap the rewards of why you train in the first place: to change behavior." Radio Ink (2/26)
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Using food to improve sales and marketing relationships
You can encourage sales and marketing professionals to work together by making sure these departments are located near each other and by creating a sense of emotional investment, writes David Hazeltine, director of campaign strategy at Fiserv. Afterward, cement relationships by encouraging the two teams to gather to share food and beverages, he suggests. Sales Prospecting Perspectives blog (2/26)
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Daily Data Points
Survey: Marketers are more optimistic about the economy
Business-to-business chief marketing officers are among those feeling more optimistic about the economy, according to a measure by The CMO Survey. The 408 respondents had an average score of 66.1 for optimism in this month's survey, up from 65.7 in August and a low of 47.7 in February 2009. The marketers also said they plan to spend more on market development, product development and diversification this year. MarketingProfs (2/25)
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U.S. posts gain in new-house sales
Sales of new homes last month reached their highest level since mid-2008, according to the Commerce Department. Sales increased 9.6% compared with December, reaching a seasonally adjusted annual rate of 468,000, despite winter weather that many had expected would depress sales. In the Northeast, sales were up more than 70%. USA Today (2/26), Housing Wire (2/26), Philly.com (Philadelphia)/Economics In A Nutshell blog (2/26)
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This Week's Sales Cartoon

Sales cartoon for Feb. 27, 2014
On the Road
Boingo installs Hotspot at U.S. airports
The global Wi-Fi service Boingo has announced the installation of Hotspot 2.0 at 21 airports in the U.S. The new hotspots will support Boingo's Passpoint service as well as a number of other large mobile networks. Airports with Hotspot include Baltimore-Washington International, Chicago O'Hare, Detroit Metro, Los Angeles International, New York JFK and Newark Liberty. Frequent Business Traveler (2/24)
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App Update
5 Salesforce tools to make marketing easier
Salesforce offers many tools in the form of its application programming interfaces that can improve efficiency, writes Chris Ambrose. He highlights five APIs that can improve sales processes, including Dupe Catcher, which eliminates duplicate leads; Conga Composer, which generates reports; and DreamTeam, which tracks deadlines for projects. RepCapitalMedia.com (2/26)
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Making Small Talk
Some hipsters get their goatees from plastic surgery
New York City-area plastic surgeons say they have seen an uptick in the number of men seeking beard transplants, with some paying up to $7,000. "Whether you are talking about the Brooklyn hipster or the advertising executive, the look is definitely to have a bit of facial hair," facial plastic surgeon Dr. Jeffrey Epstein said. DNAInfo.com/New York (2/25)
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The real problem with sales meetings is lack of involvement on the part of the sellers."
-- Jeff Schmidt of Sparque, writing at Radio Ink
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