   | May 31, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Why good leaders create leaders, not followers
The best bosses bring out the leadership qualities in their workers and develop teams of people with different but complementary leadership styles, Robyn Benincasa writes. That's valuable because some situations call for authoritative or coercive leadership, while others call for emotional sensitivity and a more nurturing approach. "When we share leadership, we're all a heck of a lot smarter, more nimble and more capable in the long run," Benincasa writes. Fast Company online (5/29)        |  | Download Forrester Research, Inc.'s April 2012 report: SMB eCommerce Solutions 2012, A Guide To Selecting Your eCommerce Solution, and learn which SMB eCommerce solution you should consider for your business. Click here for your complimentary copy. |
 | | | Sales Strategies | | | |  | - Why your white papers need more words
While graphics can be effective tools, stuffing white papers full of visuals isn't necessarily a smart strategy, writes John Nettles. A white paper that is heavy on the text can create a good impression during sales pitches, and it can allow readers to find all the information they want in one place, he explains. RepCapitalMedia.com (5/29) - Use contests to boost sales this summer
Company leaders can use sales contests or games to improve the performance of their sales organizations, writes Ken Thoreson. When setting up a contest, figure out what you want to accomplish and identify goals that can be tracked. Think about using gifts rather than cash to get your salespeople excited about contests, he writes. YourSalesManagementGuru.com (5/30) |  | For independent consultants, establishing a profitable bill rate can seem like guesswork. Download our free Consultant Bill Rate Resource Guide, which includes information-rich bill rate strategy articles that show you how to value and charge for your consulting expertise, including: Cost-Based Method, Market-Based Method, Value-Based Method |
 | | - Pending home sales remain ahead of 2011
National pending home sales in April were 14.4% ahead of 2011 levels, even as they dropped slightly from the first three months of the year, the National Association of Realtors reported. "Home contract activity has been above year-ago levels now for 12 consecutive months," said Lawrence Yun, the group's chief economist. The Hill/On the Money blog (5/30) |  | The Plum Card®
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  | | | On the Road | | | |  | - Airport restaurants are raising the culinary bar
More and more airports are offering upscale restaurants with high-quality food. Some of the chefs involved have even won Michelin stars. Standouts include Hung's Delicacies in Hong Kong, One Flew South in Atlanta and La Moraga in Malaga, Spain. CNN (5/30) |  | Over 1,700 CMOs shared their insights on the fundamental shifts transforming business and the world. Find out how they are striking a better balance between investing in solutions that drive efficiency and those that improve decision making, foster collaboration,and enhance customer relationships. Download the free CMO Study! |
 | | | App Update | | | |  | - Is true social CRM finally on its way?
Salesforce.com has recently snapped up a company called Buddy Media, which provides social media management tools, writes Ian Schafer. "[W]ith the help of Salesforce, Buddy Media will attempt to evolve from a marketing tool suite to a fully blown social CRM solution," but obstacles remain to accomplishing this goal, he writes. Among the issues that must be overcome are that Facebook is protective of its data and that acquisitions sometimes stifle innovation. Advertising Age (tiered subscription model) (5/30) |  | You've heard about the switch businesses are making to VoIP phone systems but are they right for your business? With more features and lower costs, the answer is probably yes. But don't take our word for it. Read Ziff Davis' Phone Systems Buyer's Guide and Comparison Guides, FREE with your registration. |
 | | | SmartPulse | | | |  | - Is your company seeing signs that the economy is picking up?
| No |  61.29% | | Yes |  38.71% | - Are white papers part of your sales strategy?
 | Yes | | No |
|  | The recruiting ecosystem is changing, led by professional social networks like LinkedIn and social media apps like Jobvite. Examine how the new ecosystem creates a streamlined, scientific and democratic approach to the recruiting process in this free white paper. |
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 | I've been fond of saying that 'connections are the new impressions' [and] I'm looking forward to a time when that's an accurate statement, and a marketplace can be built around the value of those connections."
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| This SmartBrief was created for cpgbrokers@gmail.com |
| | | | | | | Recent SmartBrief on Sales Issues: - Wednesday, May 30, 2012
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