The steps to a priceless pitch

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May 11, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard  Why ethical leaders don't make exceptions There's no wiggle room when it comes to ethical leadership, writes Clayton Christensen. Values have meaning precisely because they're inviolable, so bending rules in exceptional circumstances leaves leaders without any reliable moral compass. "Decide what you stand for. And then stand for it all the time," he advises. HBS Working Knowledge (5/9)       The Business Platinum Card® from American Express OPEN Spending power for your business. Premium benefits for you. Access a portfolio of 30+ premium benefits, including: • Complimentary Airport Club Access • Annual $200 Airline Fee Credit for any airline • Built-in upgrades at FINE HOTELS & RESORTS Business Platinum Card APPLY NOW Sales Strategies    5 steps to overcoming resistance to a new sales process It can be hard to get salespeople to adopt new processes, because human nature encourages them to resist change, writes John Kenney. There are several ways to overcome this challenge, however. For example, you should focus on communication and get high-performing sales professionals to help with the change. Sales Benchmark Index/Sales Force Effectiveness Blog (5/8)       How sales-operations teams help businesses boom The sales-operations team doesn't always get the credit it deserves, but it can be vitally important to the success of your organization. The sales-operations team should help with tasks such as choosing the CRM system and collecting best practices. It should also work to integrate sales tools with one another. HeinzMarketing.com (5/10)       4 steps to a priceless pitch The key to making a successful pitch is to determine what is driving someone on an emotional level, writes Kevin Allen, who was the pitchman responsible for MasterCard's "priceless" campaign. "Deep desires, often unspoken -- like the desire to be recognized, to feel appreciated, to create something, to be admired, to lead, to feel safe and secure -- are fundamental to any business decision," he explains. Harvard Business Review online/HBR Blog Network (5/8)       Download our free report “How to Stop Webpage Speed from Killing Your Marketing” and see how decreasing the time it takes to get customers interacting with your online campaign can increase engagement, response, and conversion. Daily Data Points    Bernanke: Banks are "well-positioned" to ramp up lending Although credit demand remains weak and the creditworthiness of some borrowers is impaired, banks will be "well-positioned" to increase lending as the economy gets stronger, said Federal Reserve Chairman Ben Bernanke. Mortgage lending, however, will be slow to turn around, he said. The New York Times (tiered subscription model)/The Associated Press (5/10), The Wall Street Journal/Real Time Economics blog (5/10)       Other News U.S. car sales are on track for biggest year since 2007 Bloomberg (5/10)       Is your company ready to navigate the Human Age? The world of work is changing. For most employers it's a landscape that shifts quickly and grows increasingly complex. For the first time in ManpowerGroup's history, we have published our annual analysis of the Future Forces driving the Human Age in a new white paper entitled: How to Navigate the Human Age. On the Road    Trend in small hotel meeting rooms is growing Hotel chains such as Marriott and Starwood's Westin are exploring the concept of compact rooms that can serve as office space or a meeting area, this feature says. The rooms offer privacy for businesspeople who wish to forgo the crowds at the nearest coffeehouse or the hotel lobby, as well as plenty of electrical outlets for their devices. USA TODAY (5/8)       The recruiting ecosystem is changing, led by professional social networks like LinkedIn and social media apps like Jobvite. Examine how the new ecosystem creates a streamlined, scientific and democratic approach to the recruiting process in this free white paper. App Update  Should consumers care about browser restrictions on Windows 8-based tablets? Google and Mozilla are arguing that Microsoft will give its own browser, Internet Explorer, an unfair advantage on ARM tablets that run Windows 8. While the restrictions put in place by Microsoft aren't good for consumers, they may not have much of an effect on browser market share, writes Preston Gralla. Computerworld/Seeing Through Windows blog (5/10)       Featured Content    Sales and Collection Are Still the Biggest Small-Biz Woes Courtney Rubin Revitalizing America's Economy Frederick W. Smith, FedEx Chairman and CEO Americans Doing Business in Australia Katie Morell How to Boost Workplace Creativity Anita Campbell Engagement: The Key to Good Employees Scott Gerber Making Small Talk  Elementary school spells its own name wrong for almost a decade One Texas elementary school has misspelled its name for years. The school, which changed its name to recognize its first teacher, Mary McMillan, included an extra "i" in the name by mistake. A relative of McMillan's pointed out the error, and the school is working to fix it. MSNBC/U.S. News (5/9)       Position Title Company Name Location Vice President of Sales-Airlines Travelliance Minnetonka, MN Director of Sales- Logistics ChemLogix Greater Philadelphia Area , PA Senior Director of Business Development & Conventions ASCP Alexandria, VA Click here to view more job listings. SmartQuote  Too many pitches are lost because the people undertaking them think -- erroneously -- that the business matters at hand are the only relevant issue." --Kevin Allen, founder of Kevin Allen Partners, writing at Harvard Business Review online's HBR Blog Network       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! 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