| January 11, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Why leaders should let their hair down
The best bosses consciously humanize themselves to foster relaxed, engaged relationships with their workers, says Christine Fruechte, president and CEO of advertising agency Colle & McVoy. "I can be very buttoned up. And that tends to be somewhat intimidating," she says. "If you want to be approachable and if you want people to let down their guard, you have to be a bit more casual." The New York Times (tiered subscription model) (1/7)       |  | 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. |
 | | - 3 ways your team fails when they fall short on execution
After making a sale, it's essential that your company fulfill the terms of the deal, writes S. Anthony Iannarino. If your company is failing to meet its commitments, explain the problem to your operations team, but be sure to avoid attacking your colleagues. "You have to have the conversation about what your failure is costing your client, what it is going to cost your organization, and what must be done to execute," he writes. TheSalesBlog.com (1/9) - The book on finding a good hotel wherever you travel on business
Business travelers who land in New York City can book a good hotel with a little help from Oyster.com. For finding a satisfactory place to stay elsewhere, you can rely on tips from BusinessTravelDestinations.com. "Whether people are traveling for pleasure or business, the place where they park their head at night can make or break the experience," said Sheri Lambert, senior vice president of travel and leisure research for Synovate. Portfolio.com (1/6), BusinessTravelDestinations.com (1/7) | | | - Software tracks the real-time location of business fliers
Thanks to software created by Click Travel, companies that send employees away on business can now monitor in real time the exact location of their travelers. "Knowing where each of your travelers are at any given time can be invaluable in terms of productivity and workforce management, particularly for companies with roving or field-based staff," said Click Managing Director Simon McLean. ABTN.co.uk (U.K.) (1/9) - Are you using content to help attract customers and close sales?
| Yes |  68.57% | | No |  31.43% | -
Quality content paves the way for strong customer connections: I expected a huge "Yes" response. We all know it's what we should be doing, so you probably felt pressured to say "Yes" even if you aren't doing it. Content has never been more important to the sales process. In 2012, make a commitment to develop meaningful content that helps you connect with customers. Don't be afraid of content building -- small chunks are fine and are about all our mobile society has time for these days.
-- Stephen Pia, sales trainer and coach and founder of COACH MEdia What do you think? Join the discussion on SmartBrief's SmartBlog on Leadership. - Do your long-standing team members have trouble selling new products?
 | Yes, almost always | | Yes, but only sometimes | | No, almost never |
- Research discovers people probably won't pay as much as you think
People often overestimate how much others are willing to spend to buy products, according to a study conducted by Shane Frederick of the Yale School of Management. Undergraduates in one experiment were asked what they would be willing to pay for items such as a pound of Jelly Bellies. Participants said they would pay $4 for the item, but they predicted that others would spend more than $7. MSNBC/Bottomline (1/10)  | You can't afford to fail your clients, and you need to engage your team to ensure your client succeeds. Their success is your success."
--S. Anthony Iannarino, president and chief sales officer for SOLUTIONS Staffing, writing at TheSalesBlog.com  |
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| | | | | | | Recent SmartBrief on Sales Issues: - Tuesday, January 10, 2012
- Monday, January 09, 2012
- Friday, January 06, 2012
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- Wednesday, January 04, 2012
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