How to sell your company to A-player prospects

Reading this on a mobile device? Try our optimized mobile version here: http://r.smartbrief.com/resp/dBwpCcrEfWCdaFmDCidbcTBWcNIFJv

April 13, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    3 reasons transparency is the top trait of today's best leaders Some great leaders have a magical presence that successors try to mimic, but that's not the best strategy for strong leadership, strategy consultant Dorie Clark writes. Instead, be yourself and remain transparent. Showing your authenticity and getting to know employees as well as customers are vital to building strong relations. Harvard Business Review online/HBR Blog Network (4/11)       What Every Small-Business Owner Needs To Know For Tax Season Small-business owners can seize many opportunities to reduce their taxes, lower their expenses and invest in employees and equipment this tax season. It’s important to understand the credits, deductions and strategies you can use to help maximize your business’s tax advantages. Download your 2012 Small Business Tax Strategy white paper now, exclusively for SmartBrief readers. Sales Strategies    Sales managers should motivate -- then educate As a sales leader, you sometimes have to hold back on correcting mistakes or shortfalls your sales team members make and let them bask in the glory of a deal, writes MTD Managing Director Sean McPheat. Later address the concerns using positive reinforcement and give tips for future wins at a later date. MTDSalesTraining.com (4/11)       Taking a closer look at your pipeline A pipeline analysis differs when you're looking at the full pipeline as compared with a pipeline of proposal-ready prospects, writes Dave Kurlan. Sometimes salespeople don't qualify the prospect correctly, so the opportunities may not be as strong as they think. OMGHub.com/Understanding the Sales Force blog (4/9)       4 ways to sell your company to A-player prospects Companies can secure top sales talent using their compensation plans, writes Ryan Tognazzini. The company needs to show the potential employee why their "stock" stands out; that is, why they should work at the company based on its existing results and potential for more earnings. Sales Benchmark Index/Sales Force Effectiveness Blog (4/10)       Gain valuable insight on how to build an HR strategy that produces results in any economy. Notable CEOs of quickly-growing companies outline their winning HR strategies in this must-read whitepaper for small businesses in growth mode. Learn more here. Daily Data Points    Prices for finished goods up 2.8% year over year, report says According to the March Producer Price Index report released by the U.S. Bureau of Labor Statistics, the seasonally adjusted index of finished goods in March did not change. For the fifth time in a row, the index for finished goods less foods and energy increased, advancing 0.3%. Overall, the prices for finished goods increased 2.8% for the year ended March 2012, which is the lowest year-over-year boost since a 2.7% increase in June 2010. Bloomberg Businessweek (4/12)       Other News Report: Digital surges ahead of GDP Forbes (4/12)       Global oil prices will fall as tightening ends, IEA says Reuters (4/12) Bloomberg (4/12) Oil & Gas Journal (4/12)       On the Internet, page-loading delays can stop customers from buying. Download our free report 3 Proven Ways to Boost Transactions with Web Acceleration and learn how Limelight Network's front-end acceleration technology can improve Time to Actions. On the Road    10 lesser-known airlines that deserve your attention You've flown one airline, you've flown them all, right? Wrong. USA TODAY Travel section editors have picked the "10 best airlines you've never flown." Porter Airlines, anyone? How about CityJet or EVA? See what you're missing out on by sticking with the major airlines. USA TODAY (4/11)       Word-of-mouth can be a salesperson's best friend. Get your customers talking! - Join this April 16 teleconference with WOM legends Andy Sernovitz and Guy Kawasaki on the secrets of buzz for just $35 - and get Sernovitz's book "Word of Mouth Marketing" and Kawaski's e-book "What the Plus!" free. Sign up now! App Update  What's lacking in most CRM systems Most CRM tools fail to cultivate relationships because they don't take the customer and company into account, writes Rob Enderle. EMC has the most useful solution for reporting on individual customer relationships, though, he asserts. CRMs of the future will hopefully pay attention to both sides: a vendor-implemented side with customer-loyalty component, and a customer-implemented aspect to allow them to better manage loyalty. ITBusinessEdge.com (4/9)       Other News Improve your e-mail etiquette one message at a time CBS MoneyWatch (4/11)       Featured Content    Quick Tips for Growing Your Business on Twitter Courtney Rubin How to Create a Survey that Drives Business Kentin Waits What It Means to Really Listen Anonymous 12 Ways to Keep Company Culture Alive at Your Startup Scott Gerber Why Hiring a Superstar Won't Improve Your Business Alexandra Levit Making Small Talk  The benevolent storm trooper Dressed as a storm trooper from "Star Wars," Jacob French walked 5,000 kilometers from Perth to Sydney in Australia. He raised more than $100,000 to support the Starlight Children's Foundation, which offers pick-me-up programs for sick children in hospitals. Metro.co.uk (U.K.) (4/11)       Editor's Note  Win free passes to a word-of-mouth marketing master class Want to get in-depth secrets on Google+ from former Apple chief evangelist Guy Kawasaki -- along with word-of-mouth marketing tips from Andy Sernovitz? SmartBrief has you covered with two easy ways to win a free pass to a webinar scheduled for Monday. Your pass could be just a tweet or a blog post away. Check out our blog for details. Entries due today.       Position Title Company Name Location Director of Sales – eDiscovery Corporate Recommind Washington, DC Director, Federal Sales PC Mall Gov Chantilly, VA Click here to view more job listings. SmartQuote  If you aren't selling 'A' players on sales compensation potential in your interview process, they will go work for someone else." --Ryan Tognazzini, associate principal at Sales Benchmark Index, writing in the firm's Sales Force Effectiveness Blog       SmartBrief on Sales Partners SmartBrief delivers need-to-know news in over 100 targeted email newsletters to over 3 million readers. All our industry briefings are FREE and open to everyone—sign up today! Accounting Advertising Automotive Aviation & Aerospace Biotechnology Business Chemicals Construction & Real Estate Consumer Packaged Goods Distribution Education Energy Finance Food Service Health Care Insurance Legal Manufacturing Media & Entertainment Nonprofit Retail Technology Telecommunications Travel & Hospitality   This SmartBrief was created for cpgbrokers@gmail.com Subscriber Tools SIGNUP   SEND FEEDBACK   E-MAIL THIS BRIEF Today's Brief - Permalink | Update account information | Change e-mail address | Unsubscribe | Print friendly format | Web version | Privacy policy Advertise Sales Director:  Jim Pataki (212) 450-1682 Job Board:  Jackie Basso (202) 407-7871   SmartBrief Community: Most Clicked Facebook Twitter Publish your Press Release Who's Hiring LinkedIn Get this RSS Feed Search Archive About Download a SmartBrief Mobile app today     Recent SmartBrief on Sales Issues: Thursday, April 12, 2012 Wednesday, April 11, 2012 Tuesday, April 10, 2012 Monday, April 09, 2012 Friday, April 06, 2012     Lead Editor:  Brooke Howell       Mailing Address: SmartBrief, Inc.®, 555 11th ST NW, Suite 600, Washington, DC 20004     © 1999-2012 SmartBrief, Inc.® Legal Information