How to get sales and marketing to play nice

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January 25, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    Why leadership is essential for pleasing customers Research found how employees interact with consumers is a key part of the customer experience, Chris Edmonds writes. Effective leadership is critical for inspiring these employees to create positive impressions on customers, he writes. Driving Results Through Culture blog (1/23)      How to Get the Package You Need—Without Breaking the Bank A robust benefits package can be the difference between someone choosing to work with you versus a more established competitor. But with the cost of benefits rising each year, providing a benefits package that helps you attract, retain and motivate talented people gets harder all the time. Download, 5 Ways To Manage The Rising Costs of Benefits. Sales Strategies    How to get sales and marketing to play nice One potential sore spot between your sales and marketing departments is that the marketers may think they are "superior" to the sales representatives, Geoffrey James writes. You can address this problem by hiring marketers with sales experience, he writes. Marketers also may try the sales team's patience in a number of other ways, such as by wasting money or providing poor-quality leads, James adds. Inc.com/Sales Source (1/24)      Get a better grasp on company roles to improve your sales-incentive plan To improve your sales-incentive plan, it's important to define the ways that members of your company contribute during the sales process, writes Ryan Tognazzini. Work with company leaders to create a chart that illustrates who has ownership over the different stages of the process, he recommends. Sales Benchmark Index/Sales Force Effectiveness Blog (1/23)      Is e-mail a key part of your company's marketing strategy? In 2011, 94% of marketers planned to use e-mails as part of their campaigns. In this free white paper from American Express OPEN, you’ll learn how to populate and segment your list which can help to make sure that your messages land in your recipients’ inboxes. SmartBrief readers: Download your free e-mail marketing white paper now. Daily Data Points  Millennials have money but don't trust TV, can't recall ads The millennial generation commands $170 billion in purchasing power, according to a comScore report. But while they are very comfortable with computer technology and mobile media, they are wary of traditional television advertising and harder to influence than other generations. MediaPost Communications/Online Media Daily (1/24)      Gallup: Consumer confidence climbs to highest point since May Consumer confidence has reached its highest mark since the spring of 2011, Gallup has found. Confidence attained similar heights during comparable periods of 2010 and 2011 before declining during the year. This year, however, positive economic news could cause the current optimism to persist, said Gallup chief economist Dennis Jacobe. Los Angeles Times/Money & Company blog (1/24)      IMF revises growth predictions, calls for action in Europe The Wall Street Journal (1/25)      On the Road  Southwest will begin new routes from Atlanta airport Southwest Airlines will add routes from Atlanta to Norfolk, Va., and Louisville, Ky., in August. The routes will include three daily nonstop flights to each city from Atlanta's Hartsfield-Jackson International Airport. The Atlanta Journal-Constitution (1/23)      App Update  Top apps for upping your mobile productivity A number of mobile applications can help to boost your productivity on the go. In this article, entrepreneurs recommend 11 apps, including Instagram, a photo-sharing service, and Sent, a Gmail app. Mashable/Young Entrepreneur Council (1/24)      SmartPulse  Have you ever hired a new sales representative only to have that person decide to stay with his or her current employer? Yes  53.85% No  46.15% Ask more questions to get the real scoop on a prospective hire: The near 50-50 split in this week's results is exactly what I expected, as this happens more often. That's the reason as part of the recruiting, interviewing and negotiating process, you have to be cognizant that the sales representative might be interviewing with the intent of competitive research versus making a change. When you really like a candidate and the timing is right in the courtship, ask whether you can speak with some folks at his or her company. See what reaction you receive -- it should tell you the person's true intent. -- Stephen Pia, sales trainer and coach and founder of COACH MEdia What do you think? Join the discussion on SmartBrief's SmartBlog on Leadership. Is there a positive relationship between the sales and marketing teams in your organization? Yes No Sometimes Featured Content    5 Online CRM Platforms That Go Beyond Basics John Jantsch Would You Fire Someone for Smoking? Courtney Rubin NY Bath House Stays Together Despite Epic Feud Shira Levine 12 Engaging Facebook Posts to Consider Ekaterina Walter Turning Customers Into Fans and Followers Rae Hoffman-Dolan Making Small Talk  Dog breaks free of leash to escape elevator mishap Security-camera footage depicts a scary incident in which an elevator door closed on a dog's leash while the dog remained outside the elevator. As the dog's owner ascended in the elevator, the dog was dragged upward before getting free and landing on the floor. The Telegraph (London) (1/24)      Position Title Company Name Location Market Sales Manager MSC Industrial Supply Multiple Locations, United States VP, Sales Operations & Pricing TravelClick New York, NY National Sales Manager Hargrove Experience Washington, DC Regional Sales Director Regenesis Biomedical, Inc. Multiple Locations, United States Click here to view more job listings. SmartQuote  Profits are the applause your company earns by creating inspired employees who 'wow' their customers every day." --Chris Edmonds, writing at the Driving Results Through Culture 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! 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