  | June 28, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - 6 ways to keep the big picture in focus
Leaders should take a "chin up" approach to make sure they are seeing the big picture, writes Kevin Eikenberry. "You can't drive a car safely or effectively by looking just past the hood ornament, and you can't lead by looking at your feet." Leaders can accomplish this by keeping their goals in mind and by setting aside time for planning, he writes. KevinEikenberry.com (6/27)        |  | Earn 5X Points on select Business Expenses for the first 3 months†
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  | | | Sales Strategies |  | | |  | - A clear indication of how you did in the first half of the year
Now that the second quarter is almost over, it's a good time to assess the performance of your sales organization, writes Ryan Tognazzini, who provides a tool that can be used to evaluate the performance of your representatives. If things aren't going so well, it isn't too late to take action, he writes. "Start by focusing on your installed base to determine if you can cross or up-sell anyone. Then, get laser focused on late-stage sales opportunities." Sales Benchmark Index/Sales Force Effectiveness Blog (6/27) - How to spot sales reps who can bring in new business
You can determine whether sales representatives will be able to identify new prospects by asking the right questions during the interview process, writes Kendra Lee. For example, you should ask job candidates about how they form their prospecting lists and what strategies they use to attract new customers. Also, you should role-play a cold call to determine how skilled they actually are. The VAR Guy (6/27) - Authenticity is vital to sales success
Everywhere in the world, sales is a key yet sometimes frustrating part of doing business. "[S]ometimes you have customers and you want to kill them. But you're not allowed to," said Abdelmajid Rais El Fenni, who deals in carpets and rugs in Tangiers. Successful salespeople are able to align their approach to selling to their personalities, writes Philip Delves Broughton. Harvard Business Review online/HBR Blog Network (6/27) |  | Learn about Xerox® solid ink and enter to win an Apple® MacBook Air®— Exceptional color print quality, 90% less waste than comparable color lasers, and speeds up to 40 ppm make the ColorQube® 8570 printer your perfect solution for affordable color printing. ENTER TO WIN an Apple®MacBook Air® when you learn more. |
 | | | Daily Data Points | | | |  | - Durable-goods orders and home sales provide a plus for economy
Positive data for pending home sales and durable-goods orders in May allayed concern that the economy is bound for recession. Orders of durables climbed 1.1%, the first gain since February, and pending home sales increased 5.9%, after a 5.5% dip in April. "The economy is growing, but it's still muddling through," said Joseph LaVorgna, chief U.S. economist at Deutsche Bank Securities. Bloomberg (6/27) |  | 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. |
 | | | On the Road | | | |  | |  | RadioShack has a global presence and a variety of innovative products and services. With reasonable investment levels and hundreds of potential markets, a RadioShack franchise represents an exciting opportunity for you to associate with a powerful retail brand. Click here to learn more. |
 | | | App Update | | | |  | - Don't let emotions ruin your CRM initiative
Just as minor-league baseball players may be motivated to stay in the game because they've already put so much time into it, company leaders may be unwilling to change the way they do business for emotional reasons, writes Christopher J. Bucholtz. However, this sort of rigidity can stop a CRM initiative from being successful. "Early in the CRM selection process, it's critical for businesses to gain a brutally honest and thoroughly candid understanding of which processes work and which do not," he writes. CRM Buyer (6/28) |  | Interactive marketers are feeling the pressure from government to offer clear, transparent privacy regulations for consumers. This free whitepaper, discusses various legislation, such as the EU Cookie Directive, and outlines how marketers must comply while offering a positive and enriching consumer interaction via the new paradigms of consensual targeting. Get the free whitepaper here. |
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- SmartBrief launches SmartBlog on Education
SmartBrief has launched its fifth blog on the SmartBlogs network, SmartBlog on Education, bringing together expert educators to talk about the education issues that matter most.  | If you can remain conscious of the emotional reactions that aspects of CRM planning and deployment cause, it's much more likely that you can make choices based on what's really best for your customers and your company."
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| | | | | | | Recent SmartBrief on Sales Issues: - Wednesday, June 27, 2012
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