  | December 7, 2011 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - Want to change processes? Start by changing people
Leaders need to take point when it comes to process improvement, writes Mike Figliuolo. Changing a process requires changing work habits. "To do that you have got to galvanize people and get [them] to think differently," he writes. "You have got to make them change or make them want to change." ThoughtLeaders blog (12/5)       |  | The Business Platinum Card® from American Express OPEN
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  | | | Sales Strategies |  | | |  | - A road map to take you from faltering firm to booming business
Troubled companies need to figure out what problems they are really facing before they can get back on the right track, John Treace writes. "[T]he issues affecting the performance of a sales team can range from poor management to an ineffective sales process to low morale," he notes. It's important to make sure the right people are in place and to plan for the future to turn around a company, he writes. The Globe and Mail (Toronto) (12/5) - 3 lessons from a terrible sales call
A sales call that went horribly wrong emphasizes some important sales lessons, writes Greg Alexander. It's essential to make the most of your prospects' time, and it's impossible to judge a salesperson's skills without observing them on a sales call, he writes. "A successful sales call is one whereby the prospect feels as if they learned something they did not know prior to the meeting," he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (12/6) - Slow down and plan ahead to avoid major hiring mistakes
Rushing to fill empty spots on your sales team is a recipe for disaster, writes S. Anthony Iannarino. "Build a pipeline of candidates while you are fully staffed, and give yourself time to be more deliberate and more thoughtful in your hiring," he recommends. Allow yourself enough interview time to learn about the most promising candidates, and don't rely too heavily on a candidate's experience when making your decision, he writes. TheSalesBlog.com (12/5) |  | 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 | | | |  | - 2012 is expected to bring continued volatile markets
Europe's debt problems and elections around the world will cause more market uncertainty next year, experts predict. Many have sought safe harbor in U.S. Treasurys, with yields at historic low points, and even the strategy of pursuing returns from dividend-issuing companies may be overdone, money managers said at Thomson Reuters' Lipper Investment Series 2012 Outlook panel. Reuters (12/7) |  | Logistics is a powerful tool that can save your business time and money, while stimulating growth and leveling the global playing field. And nobody can put logistics to work for your business like UPS—the company and the people who understand the power of logistics better than anyone. Start tapping into logistics by downloading this free guide. |
 | | | On the Road | | | |  | - Hotels roll out services designed to de-stress the airport experience
Hotel workers are doubling as trouble-shooting concierges by greeting guests at the airport, where they can hasten them away from the stress of travel much sooner. "Instead of guests having a poor experience [at the airport] and making up for it when they get to the hotel, we try to be a concierge at the airport and make their lives a bit easier whether they're coming off an hour flight or a 14-hour flight," said Jimmy Bardolf, director of transportation for Peninsula Beverly Hills hotel. The New York Times (tiered subscription model) (11/30) |  | Organizations who handle payment card data are obligated to comply with the Payment Card Industry Data Security Standard (PCI DSS). This whitepaper discusses how the TransArmor® solution can enable scope reduction, minimizing costs and effort of PCI compliance. |
 | | | App Update | | | |  | |  | 3 Proven Rich-Media Strategies for Your 2011 Campaigns
Today's hyperconnected consumers expect rich, engaging experiences wherever they interact with your product or service. In this report you will learn how to use rich media to:
• Engage mobile audiences
• Create flawless website experiences
• Improve online ad performance |
 | | | SmartPulse | | | |  | - Have you finished your planning for 2012?
| No |  83.02% | | Yes |  16.98% | -
Four key questions to ask while planning for 2012: This time of year is crunch time -- you have to ensure you are meeting current-year goals while at the same time laying out next year's plan. Ask yourself these questions as you go through the planning process: - What macroeconomic trends will affect our business in 2012?
- What industry trends will affect our business?
- How can we position ourselves to outperform the projected industry growth rates?
- What can I do to support my sales team in meeting their goals next year through training, research/data, marketing tools, etc.?
Answers to the first three questions will drive your plan. Answer No. 4 will drive your success. --Stephen Pia, sales trainer and coach and founder of COACH MEdia What do you think? Join the discussion on SmartBrief's SmartBlog on Leadership and share your experiences with using CRM data. - Have you ever made a hiring mistake because you were desperate or rushed to hire too soon?
 | Yes | | No |
|  | 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! |
 | |
- Did a sweet tooth stop a man from getting sweet revenge?
A Chinese tech worker had plans to exact revenge on the company that fired him by stealing valuable equipment from their offices over a recent weekend. The plan fell apart when his ample midsection got stuck in a ventilation hole trying to escape and remained wedged there until the company security guard found him. The Telegraph (London) (12/6)  | One of the fastest ways to build an underperforming sales force and burden yourself with human resources nightmares is to hire out of desperation."
--S. Anthony Iannarino, president and chief sales officer for SOLUTIONS Staffing, writing at TheSalesBlog.com  |
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| This SmartBrief was created for cpgbrokers@gmail.com |
| | | | | | | Recent SmartBrief on Sales Issues: - Tuesday, December 06, 2011
- Monday, December 05, 2011
- Friday, December 02, 2011
- Thursday, December 01, 2011
- Wednesday, November 30, 2011
| | | Lead Editor: Brooke Howell
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