Make sure that big change isn't a big flop

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April 6, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard  Great leaders are strong communicators Successful leadership requires a focus on two-way communication that emphasizes the importance of knowing your audience, Gary Burnison writes. "Verbally and nonverbally, the way in which you communicate -- humbly, passionately, confidently -- has more impact than the words you choose," he writes. The Globe and Mail (Toronto) (4/5)       3 ways to ensure changes don't go disastrously wrong When a change effort goes catastrophically wrong, it's often the fault of the leaders behind the project, writes Mary Jo Asmus. Micromanaging your team and undermining their decisions is a quick way to hamstring change efforts and make your workers feel unappreciated, Asmus writes. SmartBrief/SmartBlog on Leadership (4/4)       Earn 2X rewards points on shipping costs with The Business Gold Rewards Card from American Express OPEN. Designed to earn Membership Rewards® points faster: • 3X points on airfare • 2X points on advertising, gas, and shipping • 1X points on everything else LEARN MORE AND APPLY Sales Strategies  The power of market potential Understanding market potential is a key to developing a successful sales strategy, write Andris A. Zoltners, PK Sinha and Sally E. Lorimer. For example, knowing market potential can allow organizations to better position their salespeople. If you want to learn more about market potential, you can conduct your own research or buy data from other organizations, they note. Harvard Business Review online/HBR Blog Network (4/5)       How to find new leads through referrals Customer referrals are critical for your business, because they often lead to sales, writes Geoffrey James. Your friends, family and clients are all potential sources of referrals. After a referral has been made, reach out to the potential customer and thank your referrer, he advises. Inc. online/Sales Source (4/4)       Daily Data Points    Strong U.S. dollar bodes well for global IT spend in 2012 Despite the fact that global IT spending is likely going to be less than initially predicted, dipping from 3.7% to about 2.5% this year, a stronger U.S. dollar will keep growth moving forward. "So, the global macroeconomic picture looks a little brighter, as reflected on Wall Street, which is feeding through to more confidence among consumer and enterprises to spend on IT products and services," said Richard Gordon, research vice president at Gartner. eWeek (4/5), All Things D (4/5), Total Telecom Magazine (U.K.)/Dow Jones Newswires (4/5)       Other News Initial U.S. unemployment claims fall to lowest level in 4 years The Washington Post (4/5)       Report: Search advertising up 30% so far in 2012 eConsultancy.com (4/5)       Gain valuable insight on how to build an HR strategy that produces results in any economy. Notable CEOs of quickly-growing companies outline their winning HR strategies in this must-read whitepaper for small businesses in growth mode. Learn more here. On the Road    Business travelers mixing work with pleasure more often, survey says The fourth annual Embassy Suites Business Travel Survey suggests that business travel is on the rise but more business travelers are combining leisure travel with work trips -- and looking for special treatment in the process. "This year's survey shows us that while people are traveling more for business, those guests want to get more -- literally -- out of every trip," said John Lee, vice president of brand marketing for Embassy Suites Hotels. Gadling.com blog (4/3)       Leveraging Cloud Security to Weather Threatening Storms Web attacks and retribution campaigns are on the rise, and they have become more frequent, more random and more extreme. This paper assesses the current cyber threat environment and discusses the use of distributed cloud services as an effective means to protect against evolving, modern-day IT threats. App Update    Technology concierge has take-along tech tips for travelers Terrance Whitehead is known as a personal technology concierge. Here he offers answers to a few business travel questions on the subject of "which tech to take?" for work, entertainment and accessories. Financial Times (tiered subscription model) (4/3)       Other News Tools that can determine if your Mac has been infected by the Flashback trojan Mashable (4/5)       On the Internet, page-loading delays can stop customers from buying. Download our free report 3 Proven Ways to Boost Transactions with Web Acceleration and learn how Limelight Network's front-end acceleration technology can improve Time to Actions. Featured Content    5 Free Text-Messaging Tools Ease the Pain of Data Plans Mark Henricks 7 "Small Town" Rules for Doing Business on a Human Scale Matthew E. May How to Attract a Cash Mob Katie Morell How One Startup is Digitizing the Business of Finance Alex Fitzpatrick The 7 Habits of Highly Effective Virtual Teams Alexandra Levit Making Small Talk  Message in a bottle found after trans-Atlantic trip A message in a bottle that was sent by a Connecticut man in October 2010 was found in the Isles of Scilly, near the coast of England. The message's sender, Jerry Pope, received a postcard after the bottle was discovered March 22. "[E]vidently it traveled 4,000 miles all by itself on a lonely journey," Pope said. MSNBC/U.S. News (4/5)       Position Title Company Name Location Director of Sales – eDiscovery Corporate Recommind Washington, DC Director, Federal Sales PC Mall Gov Chantilly, VA Click here to view more job listings. SmartQuote  The sign of a great leader is knowing what you know and knowing what you don't know." --Angela Ahrendts, CEO of Burberry Group, as quoted by The Globe and Mail       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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