  | November 7, 2011 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Is your company ready for Big Data?
The ability to gather and analyze huge amounts of data is giving companies in a variety of industries a leg up over their rivals, according to a report from McKinsey Global Institute. "Over time, we believe big data may well become a new type of corporate asset that will cut across business units and function much as a powerful brand does, representing a key basis for competition," the report states. The concept is especially applicable to fields such as finance that are already data intensive, Tom Groenfeldt writes. Forbes (11/2)      | Sales Strategies | | | |  | - Why sales VPs must stay on top of industry changes
Vice presidents of sales have to keep tabs on how their customers, their employees and their company's business plan are changing to stay relevant, according to Alex Shootman of Eloqua. For example, they must get used to the influx of millennials to the workforce and customers becoming more proactive in the buying process, he writes. "Prospects are no longer content to 'be educated' by sales people and are dictating the 'when' and the 'how' of their interactions with their vendors. We have to change our sales approach to match the way the customer is changing their buying approach," he says. Sales Benchmark Index (11/4) - Are you rewarding lousy salespeople?
Paying sales commissions too soon can result in mediocre salespeople earning too much, Ryan Tognazzini writes. Review your compensation strategy to make sure top performers are making significantly more than those who only achieve about 50% of their quotas, Tognazzini advises. "If you lose your best reps because they can make more money elsewhere, you can kiss next year's goal goodbye," he writes. Sales Benchmark Index (11/6)  |  | How are technology leaders adapting to the change and complexity that mark today’s economic landscape? Read this white paper to identify the 4 patterns, or mandates, employed by CIOs when leveraging business and information technology to innovate. Learn how each pattern indicated a distinct approach to IT leadership, and are derived from specific organizational needs. |
 | | | Daily Data Points | | | |  | - B2B marketers must focus on social media results, survey shows
Consistent calls to action in both blog posts and a company's social media profiles are among the measures necessary for B2B companies to generate verifiable results from their social media outreach, writes Jeffrey Cohen. As things stand, B2B companies say they have social media strategies and spend millions of dollars on them, but nearly half the businesses can't confirm any leads generated, according to a Pardot survey. About 1 in 9 respondents said their company had a formal social media policy. SocialMediaB2B.com (11/4), MediaPost Communications (11/3) |  | Large banks declined 9 out of every 10 of small business loan applications over the last year. It's a problem that fundyng.com is here to fix. Get a FREE financial assessment and learn how Fundyng.com can provide your business with up to $250K in 3 days. To qualify, your business must be at least one year old and accept credit cards as a form of payment. |
 | | | Strategies from Sales & Marketing Management | | | |  | - 2 bold moves on the sales-training front
It can be a bold move to invest in sales training when revenues are continually falling short of projections, and one bold move deserves another. If you're spending money on training, you have to make sure the right people are in the room. Too many companies have allowed their sales and marketing departments to operate independently from each other for too long, writes John Golden, president and CEO of sales-training firm Huthwaite. It's important to get them singing from the same hymnal, and that should start with training sessions. Sales & Marketing Management (11/3) | |  | Logistics is much more than the movement of goods and services. It's also your pre-game strategy. Before you step on the court, you need the right players running the right plays at the right time. Learn more about those key plays in this free whitepaper from UPS and get in the game of logistics. |
 | | | On the Road | | | |  | |  | Organizational Privacy Architecture and Assessment
This checklist for Ecommerce, Web Development and Design, and Direct Marketing professionals enables you to gauge your organization’s privacy compliance and best practice levels. Thousands of companies leave the intricacies of privacy management to TRUSTe, the 13-year-old leader in online privacy. Gain an overview of the program today. |
 | | | App Update | | | |  | - Web tracking fact and fiction
Web tracking, which allows companies to deliver targeted ads as you surf the Internet, keeps track of your browser, not you, writes Dan Tynan. "[W]hile it's possible a Web tracker will know everything your browser did -- or pretty close to it -- it won't necessarily know whose fingers were on the keyboard at any time," he writes. Also, while you may believe that only a few companies use Web tracking, the practice is actually widespread, he writes. ITWorld.com/Thank You For Not Sharing blog (11/3) |  | 5 Keys to a Successful Mobile Site
It’s essential to have an effective mobile website experience. In this report, you’ll learn:
• Insights on how to extend your brand image effectively across mobile devices
• Tips for targeting multiple mobile platforms
• Strategies for optimizing content publishing and performance
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 | | Top five news stories selected by SmartBrief on Sales readers in the past week. - Results based on number of times each story was clicked by readers.
| | | Most Popular Headlines from Last Week Results based on number of times each story was clicked by readers. |
 | The sales VP that ignores changes in the customer, team and business model will become obsolete. They probably still have a cellphone installed in their car."
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