Sales is changing -- are you?

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January 5, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    How to set your company up for leadership success in 2012 To weather tough economic times, it's important to be empathetic toward those who are hit hardest and committed to change, USC faculty member Dave Logan writes. Negotiation skills and a focus on learning are critical to success in the coming year, he writes. "If you're still thinking 'good cop-bad cop' and 'win-win,' then your negotiation skills are lingering in the 1990s," he writes. CBS MoneyWatch (1/4)      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. Sales Strategies    Sales is changing -- are you? Research indicates that consumers are making their way deeply into the buying cycle before contacting sales representatives, so sales organizations have to modify their techniques to maintain success, writes Bruce Wedderburn of Huthwaite. Top business-to-business salespeople "are asking questions that provoke and encourage deeper thinking about unrecognized problems and unanticipated opportunities for business growth," he writes. Dealmaker365 (1/4)      Using metrics to boost sales performance Sales organizations must set lofty yet attainable sales goals and reward the salespeople who meet them, Brian Zimmerman writes. Salespeople "want and need challenges and targets," he writes. "For every separate metric, there should be a clearly defined expectation or target." One way to develop your metrics is to examine the process used by a successful salesperson. OpenView Blog (1/3)      Is Your Business Listed Correctly Online? Online business listings give you the ability to get found by millions of potential customers online. If your listings are missing or incorrect then you're costing yourself business. Check to see how your business is listed by using our scan. Daily Data Points    Advertising spend for branded content increases to its highest level ever The top corporate marketers are spending more on branded content than ever before, according to a study by the Custom Content Council and ContentWise. Nearly a third of respondents anticipate further budgetary growth for branded content in 2012, and electronic content is expected to lead the way. MediaPost Communications/Research Brief blog (1/4)      Semiconductor companies cut their chip inventories in Q3, report says After several consecutive quarters of inventory growth, semiconductor companies decreased their chip inventories in the third quarter of 2011, according to data from IHS iSuppli. "With the global economy all but stalled, and in the face of declining orders as well as decreased visibility, many semiconductor manufacturers opted to reduce capacity," analyst Sharon Stiefel said. The Wall Street Journal/Dow Jones Newswires (1/4)      Other News Demand for mortgages dropped at the end of December, data show Reuters (1/4)      Crude-oil futures reach an 8-month high MarketWatch (1/4)      Key Steps Business Owners Should Know About Successful International Payments. This American Express® guide helps you streamline FX payments. Includes FX payment provider profile, how to simplify payments, and insightful FAQ. On the Road    The 3 things that all travelers need to know in 2012 Veteran travel writer Ed Perkins shares what he considers the three most important things that all travelers need to know or do in 2012. His most important piece of advice: Get linked up with travel websites or applications and sign up for as many electronic airfare alerts as possible. "If you want to catch the best deals in 2012, you have to be wired," Perkins writes. Chicago Tribune (1/3)      Your job as an Exchange administrator isn't easy. You have to respond to lost messages, handle email discovery requirements, and keep everything up and running. Is there an easy way to manage your Exchange environment — and do it under budget? Learn about the challenges faced by three real organizations, and how using the right solution brought them peace of mind. App Update    Take Microsoft Office on the road with a new iPad app A new application allows the editing of Microsoft Office documents on the iPad. The app, which is free, requires that users have a Dropbox account and an Internet connection. High levels of demand led the app's developer to remove it from the App Store, but the company says it will make the app available again when it is able to accommodate more users. BusinessNewsDaily.com (1/4)      To combat piracy and avoid lost revenue, ISVs need to understand what types of software attacks are out there and how to defend against them. Be aware of the types of attacks you're facing. Implement the right protection. Start by downloading this free whitepaper from SafeNet. Featured Content    5 Questions to Ask Before Starting Your Own Business Ramon Ray 2011: A Crummy Year for IPOs Courtney Rubin 12 Predictions for Small Business in 2012 Barry Moltz Confessions of a Startup-aholic Katie Morell 6 Ways You Can Get Into Shape Using Your Workspace Karlee Weinmann Making Small Talk  Man enters U.S. with iPad passport scan A man who forgot his passport was able to cross into the U.S. from Canada by showing an officer a scan of the document saved on his iPad. "There was a slight hesitation; he didn't really seem like he was impressed," the man, Martin Reisch, said of his interaction with the officer. The incident has raised security concerns. CBC.ca (Canada) (1/3)      Position Title Company Name Location Seeking experienced Sales or Marketing article writers Insight Global Resource Nationwide, United States Regional Catering Sales Manager Einstein Noah Restaurant Group Los Angeles, CA Regional Sales Director Regenesis Biomedical, Inc. Multiple Locations, United States Click here to view more job listings. SmartQuote  Success must be measurable." --Brian Zimmerman, writing in a post at OpenView 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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