| March 26, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - 3 reasons John Elway is a leader you should emulate
Leaders can learn from the example of football executive John Elway, who recently replaced Tim Tebow with Peyton Manning as quarterback of the Denver Broncos NFL team. Elway demonstrated the importance of sticking to your standards, handling tough situations with class and going the extra mile -- unlike other executives, he flew out to meet Manning. EblinGroup.com/Next Level Blog (3/21)        |  | Learn how Oka b. stays a step ahead with eCommerce solutions from Amazon
In this case study you’ll learn about eCommerce solutions from Amazon that have driven business results for Oka b. — a U.S. manufacturer of casual footwear — and helped them achieve greater business success. Download the case study. |
 | | | Sales Strategies | | | |  | - Harness the power of big data to drive sales
The amount of data available to sales organizations is increasing rapidly, and companies that figure out how to harness the most useful bits will be at an advantage when it comes to leveraging this so-called "big data," writes Shashi Upadhyay. Big data can be used to identify opportunities and to help representatives to understand customers' needs. It's important to gather data about customers in one place and to look for patterns, he explains. The B2B Sales Intelligence Blog (3/23) - Sometimes you just have to take aim and fire a problem person
Firing people is uncomfortable but sometimes necessary, writes S. Anthony Iannarino. As a leader, you owe it to your company to achieve results, and allowing poor performers to stick around detracts from your ability to do that, he writes. "By allowing someone that isn't producing to remain on your team, you put the results of the rest of the team at risk." TheSalesBlog.com (3/23) |  | Learn How to Cut HR Costs Without Cutting Production
Entrepreneurial execs know that they need to follow the rules, but they may not realize which decisions will lead to the two vital components that help keep HR costs low. The following paper focuses on minimizing human capital expenses in four key areas. Download the white paper, An Executive’s Guide to Cutting HR Costs to learn more. |
 | | - Corporate default rate dropped in 2011
The default rate for U.S. corporate debt fell last year to its lowest level since 2007, Standard & Poor's reported. The number of corporate defaults fell from 58 to 39 between 2010 and 2011. The default rate in 2011 was 1.04% compared with 5.71% in 2009. Companies were able to refinance debt last year thanks to increased liquidity, S&P says. The Wall Street Journal/CFO Journal (tiered subscription model) (3/23) | Strategies from Sales & Marketing Management | | - Scott Adams answers the pressing question "What would Dogbert do?"
In 1997, at the invitation of Logitech CEO Pierluigi Zappacosta, cartoonist Scott Adams, wearing a wig and false mustache, successfully impersonated a management consultant and tricked Logitech managers into adopting a mission statement that he described as "so impossibly complicated that it has no real content whatsoever." Motivation in the workplace -- or the lack of it -- is the topic of some of Adams' funniest "Dilbert" comic strips. Sales & Marketing Management magazine asked him recently about the "Dilbert Metric" and the value of motivational speakers. Sales & Marketing Management (3/22) | | | | - Airlines are investing in new products, technologies and services
Airlines are embracing a renewed desire to modernize, this feature suggests. The overall experience has been improved with more legroom, better customer service, high-tech entertainment systems and larger bathrooms. "With cash freed up, the carriers can now focus on investing in new products, technologies and services that can actually help improve the experience for fliers, instead of alienating them," Jennifer Booton writes. Fox Business (3/22) | App Update | | | |  | Top five news stories selected by SmartBrief on Sales readers in the past week. - Results based on number of times each story was clicked by readers.
| | | Most Popular Headlines from Last Week Results based on number of times each story was clicked by readers. |
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