  | November 21, 2011 | | CONNECT WITH SMARTBRIEF |  |  | |  | |  |  | Earn 2X rewards points on advertising costs with The New Business Gold Rewards Card from American Express OPEN. Designed to earn Membership Rewards® points faster:
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  | | | Sales Strategies |  | | |  | - Customers react better to salespeople who mimic their behavior, study finds
Research shows that customers are more likely to buy from salespeople who mimic some of their behaviors. The key takeaway from this and other scientific investigations into buying behavior is that learning about your customers is critical, writes Koka Sexton. "All of the research points to the massive effectiveness of sales intelligence. Knowing more about your prospects can make a dramatic impact on your revenue," Sexton writes. The InsideView Blog (11/18)      - Research reveals how sales and marketing alignment affects success
Data from the Dealmaker Index benchmarking service show that companies that have well-aligned marketing and sales departments have better quota-achievement and win rates than those that do not. The research also shows that marketing departments have to be more involved in all parts of the sales funnel, writes Donal Daly. Dealmaker365 (11/20) - 3 key words for creating a solid compensation plan
Crafting an effective bonus plan for 2012 requires an understanding of thresholds and weights, writes Ryan Tognazzini. A threshold is the point at which incentive payouts come into play. Weighting your plan allows you to place more importance on specific products, perhaps the ones that have a bigger impact on your bottom line. It's also important when setting goals to understand trends in your company's revenue during different periods of the year, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (11/19) |  | 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. |
 | | | Daily Data Points | | | |  | - Growth to pick up in U.S., experts say
The National Association for Business Economics has released a survey that found respondents expect the U.S. economy to expand more quickly than previously estimated. "Despite a relatively subdued outlook, the panel estimates that the odds of a second recession remain low," said Shawn DuBravac, chairman of the survey. "Business spending remains a strong positive and housing starts are expected to continue to rise from the bottom seen in 2010." Bloomberg Businessweek (11/21) |  | How to Master the Art of Content Marketing
Learn how to turn content assets into online consumer engagement and higher web conversions. In this report, you’ll find:
• An overview of content marketing strategies and solutions
• Keys to content development success
• Must-haves for content publishing and distribution
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 | | | Strategies from Sales & Marketing Management | | - A return to value
There's a lot of talk about "selling value" these days, so much so that it doesn't mean much to a lot of customers. But the word "value" can and should mean something to sales reps and their prospects, says Michael Leimbach, vice president of global research and design for Wilson Learning. He has a formula for bringing meaning back to the word. Sales & Marketing Management (11/17) | - 5 hotel rip-offs: Travel writer airs his dirty laundry
There are plenty of ways that hotels attempt to squeeze extra fees from their guests, but travel writer David Flynn is seeing red over these five rip-off charges: food and drink storage in the minibar fridge, hidden fees, snaillike Internet connections, per-device and mail-forwarding fees. "[Y]ou're hit at every turn with a raft of unexpected charges ranging from sneaky to insulting," Flynn writes. The Sydney Morning Herald (Australia) (11/15) | App Update | | | |  | - IPhone success Instagram is coming to Android soon
The Instagram application for Apple iPhone has attracted 13 million users in about a year. Created by a company of seven people, the app for stylizing and sending photos is eyeing the Android market to prove it's not just a flavor of the year. "All I can say about Android is that it will definitely happen -- as for timing, we've got nothing to announce yet," says co-founder Kevin Systrom. VentureBeat/SocialBeat (11/18) |  | Health care reform got you down? Learn more from UnitedHealthcare on how the federal changes to medical benefits will affect you and your employees. This guide highlights incentives for enrollment and a timeline of important dates and deadlines. Don't let them pass you by—Learn more here! |
 | | 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. |
- "Sleep texting" is a real thing, doctors say
Sixteen-year-old Elizabeth Hammonds says she has sent text messages that include words and sometimes random letters to her friends while asleep. More cases of such sleep texting are starting to occur, said Marcus Schmidt, a doctor who recommends keeping your phone away from your bed and making sure children go to sleep earlier. MSNBC/WTHR-TV (11/16)  | Customers have evolved, has your sales process evolved in a way that mimics them?"
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