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  | | | Sales Strategies |  | | |  | - Start 2012 on the right foot with a sales kickoff meeting
Your 2012 sales kickoff meeting, which should take place no later than mid-February, should emphasize a theme for the new year, writes Ken Thoreson. The theme "should be a positive statement of your major objectives and something that can be reinforced throughout the year," he writes. Such meetings should also include events such as a speech from the company president and the announcement of sales contests, he writes. YourSalesManagementGuru.com (11/14)      - The secrets of consultative selling
The ability to "sell consultatively," is a crucial skill for sales representatives to master, but research shows most don't have a firm grasp on the concept, writes Dave Kurlan. Consultative selling involves having broad discussions with prospects about topics such as how to save money or address an issue. The sales representatives explain the advantages their solutions provide and focus on forging relationships. OMGHub.com/Understanding the Sales Force blog (11/14) |  | Are you keeping up with the changing world of employee health care? Get The Basics of Employee Health Care for Small Business: A Guide to Creating a Company Benefit Plan, and find out what you need to know today. There's no obligation. Click to download a complimentary whitepaper. |
 | | | Daily Data Points | | | |  | - How Reuters is trying to deliver user value to online advertising
There is nothing foreordained about advertising as a model for generating revenue online, writes Felix Salmon. But if advertising is to be effective in the digital space, he argues, it must offer users something of value -- something they want to click -- even if it bears little or no relation to the product or service being advertised. Salmon details Reuters.com's ad partnership with Counterparties. Wired.com/Epicenter blog (11/14) |  | 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
|
 | | | On the Road | | | |  | - Lightweight bags are the foundation of a low-fee trip
Luggage makers have packed away the bulky bags and sticker-plastered trunks associated with bygone days of carefree travel. In their place is a new generation of light and durable pieces that can save travelers cash while keeping garments and accessories safe. "Today the most popular suitcases are carry-ons, specifically those that are light, the right size and can get past the gaze of vigilant flight crew members," Jennifer Conlin writes. The New York Times (tiered subscription model) (11/11) |  | Tokenization is more than a security measure and more than a cost savings technique. It can be used to build your business. This white paper discusses the ways tokens can be used in back-end business operations to develop powerful marketing programs. |
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- Man scavenges through tons of garbage for wife's $10,000 ring
Brian McGuinn of Florida accidentally tossed his wife's $10,000 engagement ring in the garbage while trying to get rid of a disposable razor. His local waste management company allowed him to dig through several tons of trash in search of the ring, which he found and returned to his wife. "She's the love of my life. That ring was meant for her and no one else," he said. MSNBC/NBCMiami.com (11/11)  | The rules have changed, the buyers have changed, the reasons and timing for spending limited amounts of money have changed, but most salespeople have not yet changed. If your salespeople haven't learned and mastered the skills required to sell consultatively, they will lose out more often than they will win."
--Dave Kurlan, founder and CEO of the Objective Management Group, writing in the Understanding the Sales Force blog at OMGHub.com  |
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