  | July 19, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - Create a friendly workplace by offering more than respect
A friendly workplace relies first on leaders creating an atmosphere of civility among employees, S. Chris Edmonds writes. Once workers know they'll be treated with respect, leaders can foster an active gratitude for the work being done. The friendliest workplaces, though, are where workers are validated, trusted with more responsibility and thus able to thrive, Edmonds writes. Driving Results Through Culture blog (7/16)       - How sales managers can build trust
Sales managers have many demands on their time, but they have to make sure that they are devoting enough effort to establishing trust with their sales teams, writes Janet Spirer of Sales Horizons. "[M]anagers can demand compliance, but they must earn commitment -- which requires trust," she writes. Managers can build trust by sharing information and offering their assistance as necessary. SalesTrainingConnection.com (7/18) - How to coach people who don't report to you
Your salespeople likely aren't the only ones with whom buyers interact; other people at your company also may influence sales, writes Dan Perry. It can be difficult to coach these people about proper selling procedure if they don't report to you, so it's important to make them feel as if they are part of the sales team. You should also figure out what their goals are and explain how your coaching can help them to reach those objectives. Sales Benchmark Index/Sales Force Effectiveness Blog (7/16) - The right way to do lead generation
When working in lead generation, it's important not to rush potential customers, writes Al Davidson of Strategic Sales & Marketing. "Instead of jumping the gun, play a longer-term game by asking specific follow-up questions to uncover more information, build credibility and deepen your relationship with the prospect," he recommends. You should ask about what the prospect hopes to accomplish and how they want the sales process to progress, he writes. Small Business Trends (7/18) | Daily Data Points |  | | |  |  |  | Any business expanding globally needs to be aware of the complex and oftentimes stringent privacy regulations they'll encounter as they move into new markets. In the EU, for instance, a strict regulatory framework that could spell headaches for U.S. businesses who don't have the facts. Download this FREE eBook to avoid common pitfalls and streamline EU legal compliance. |
 | | | On the Road | | | |  | - Fight back against the 5 all-too-common price traps
Simple backcountry speed traps have given way to slick, pricey and perfectly legal price traps for business travelers. "Airlines, hotels, and third-party online-travel agencies are masters of the secret price bump, the unseen and unexpected add-on and, lately, shameless and sophisticated computerized biases that target you for extra costs," Joe Brancatelli writes. Read on for ways to steer clear of these extra costs. American City Business Journals/Seat 2B blog (7/18) |  | For independent consultants, establishing a profitable bill rate can seem like guesswork. Download our free Consultant Bill Rate Resource Guide, which includes information-rich bill rate strategy articles that show you how to value and charge for your consulting expertise, including: Cost-Based Method, Market-Based Method, Value-Based Method |
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- Please don't tell me the side effects, because then I'll get them
Experiencing side effects from a new drug? It could be the "nocebo effect." A report suggests that, just as a placebo can alleviate symptoms by suggestion, when doctors tell patients about side effects of drugs, they are more likely to experience them, even if they are themselves taking a placebo. "The new generation of placebo and nocebo research is teaching us that how we feel is highly dependent on the feedback we get from the people around us, particularly from trusted health professionals," writes Steve Silberman. PLos Blogs/NeuroTribes blog (7/16) - SmartBrief exclusive from Guy Kawasaki
SmartBrief on Sales is proud to share an exclusive chapter from best-selling author Guy Kawasaki's new book, "What the Plus! Google+ for the Rest of Us." In return for updating your SmartBrief profile, we will give you Chapter 2 of Kawasaki's book on Google+ -- "How To Get Started" -- absolutely free. Learn more here.  | [P]utting some control in the prospect's hands can help move the sales process along faster than you might expect."
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