  | July 12, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Workers aren't robots, so don't treat them that way
Getting the best out of workers means structuring your business in a way that keeps them informed and engaged, says consultant John Guaspari. That means treating communication as a crucial business process rather than simply a means for conveying information. "Because our people are free moral agents, they will not robotically assent and bring their energy to bear on the situation. Before they do so, the task at hand must be energizing," Guaspari explains. Leadership Now/Leading Blog (7/9)        |  | Knowing your customer better comes with undeniable benefits. But challenges arise from behaviorally-targeted advertising with critical caveats on the management of personally identifiable information. Learn to balance profitable marketing, regulation and consumer trust in this FREE white papaer. |
 | | | Sales Strategies | | | |  | - Why early-stage deals hold more promise
When customers contact your sales team after having already progressed far along in their buying cycle, it may seem like a golden opportunity, write Brent Adamson, Matthew Dixon and Nicholas Toman. In truth, however, these situations often end in disappointment, and top-performing sales representatives focus much more heavily on early-stage deals. "These superior reps avoid customers who have a clear understanding of what they want and instead look for customers who are going through change and will be open to new ideas," they write. Harvard Business Review online/HBR Blog Network (7/9) - How sloppy sales management slows your pipeline
A slow-moving pipeline isn't only the responsibility of your sales representatives; it could be that poor sales management is preventing deals from progressing, writes Jim Keenan. "[P]oor sales management lacks the insight and creativity needed to get deals moving and keep them from getting stuck," he writes. The best managers are able to identify innovative strategies to deal with sales problems. A Sales Guy blog (7/11) |  | Scan as fast as you work. Scan as fast as 60 pages per minute with the new Canon DR-M160 and increase your productivity with a bigger daily scan volume of up to 7,000 pages. The document quality is improved with a scan resolution as high as 600 DPI.
Scan more for less. |
  | | - How not to fall for hotels' add-on fees
Some hotels try to stack on all sorts of fees on top of the basic cost of booking a room. For example, hotels may attempt to charge you for placing a minifridge in your room or for providing wireless Internet access, writes Caroline Morse. "Many fees can be eliminated simply by complaining about them -- so check your bill closely and always speak up when a hotel hits you with an unwelcome surprise," she writes. SmarterTravel.com/Today in Travel blog (7/5) - How technology can help build better business relationships
Many business relationships are not necessarily mutually beneficial, but social technologies can help to address this issue, writes Denis Pombriant of Beagle Research Group. "[W]ithout [social technology] we are all independent actors interfacing with a sometimes impossibly large vendor," he writes. CRM Buyer (7/11)
- Berlin family squabbles over the name of dueling sausage shops
Mario Ziervogel, who recently opened a currywurst restaurant in Berlin, was sued by his mother for trying to use the name "Ziervogel's Cult Curry -- since 1960." Ziervogel's family owns a famous restaurant that brought the popular currywurst dish -- made from sausage, ketchup and curry powder -- to East Berlin in 1960. The court decided Ziervogel couldn't use the year as part of the name. Yahoo!/Reuters (7/12)  | Companies are thriving right now. Best-in-class sales forces are ahead of the number."
|
| | 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! | | |
| This SmartBrief was created for cpgbrokers@gmail.com |
| | | | | | | Recent SmartBrief on Sales Issues: - Wednesday, July 11, 2012
- Tuesday, July 10, 2012
- Monday, July 09, 2012
- Friday, July 06, 2012
- Thursday, July 05, 2012
| | | Lead Editor: Brooke Howell
Mailing Address:
SmartBrief, Inc.®, 555 11th ST NW, Suite 600, Washington, DC 20004 | | | | | | © 1999-2012 SmartBrief, Inc.® Legal Information | |
No comments:
Post a Comment
Please comment thoughtfully CPG Brokers, your best resource to optimize your in store self exposure and maximize sku distribution.