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  | August 1, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - The challenges of conducting business in a global marketplace
Businesspeople from different corners of the world might look at issues through different cultural lenses, which can create conflict if they don't understand where other people are coming from, writes Leonard Fuld of Fuld & Company. "Often, players from across the globe have become participants in the same enterprise, shuffled together like a deck of playing cards," he writes. "But unlike perfectly uniform playing cards, people can't be so easily blended with each other." Harvard Business Review online/HBR Blog Network (8/1)        |  | For years, companies have sought to connect the dots between social media marketing and real return-on-investment (ROI), with increased sales being the holy grail. This report shows you how some of today's biggest companies are accomplishing this. Download report |
 | | - The right way to approach account management
It's important to take a proactive approach to account management, Jim Keenan writes. Account managers should try to get a revenue commitment from customers and they should ask for feedback. "Get your customer to share with you upfront variances from the previous year, new commitments, new directions and new strategies, all of which can be new opportunities for you," he explains. A Sales Guy blog (7/30) | Understanding the Sales Force with Dave Kurlan | | - This weakness can sabotage sales success
We all know fear of rejection can prevent salespeople from making cold calls. But did you know fear of rejection can prevent them from following up on known opportunities? Dave Kurlan provides the details in this fascinating case study. OMGHub.com (7/26)
- Survey: 92% of business travelers satisfied with amount of travel
In a survey conducted for Marriott's Fairfield Inn & Suites, market research company TNS found that 92% of business travelers are satisfied with the amount of travel they do. "We knew very little about the emotional state of frequent business travelers and were surprised how positive travel was for their lives," says Shruti Buckley, a Fairfield Inn & Suites vice president. USA TODAY (7/30) - The value of analytics in sales
Using analytics can help sales organizations to make better decisions, but it's important not to burden your sales force with such an initiative, write Jan Van der Linden and Naveen Jain of Accenture. "Rather than asking your sales team to chase those facts and insights themselves, offer a good support function." Leaders should integrate analytics with sales processes and create a culture that emphasizes the use of data, they write. CRM magazine (8/2012)
- Elderly man stops U.K. jewelry shop robbery
An elderly man who helped to disrupt a robbery of a jewelry store in the U.K. has been recognized for his bravery. "I was really quite annoyed because these guys came on scooters and they nearly hit my wife," Michael Graver said. The men responsible for the robbery have been convicted and sentenced to a total of 36 years behind bars. The Telegraph (London) (7/31) - SmartBrief exclusive from Guy Kawasaki
SmartBrief on Sales is proud to share an exclusive chapter from best-selling author Guy Kawasaki's new book, "What the Plus! Google+ for the rest of us." In return for updating your SmartBrief profile, we will give you Chapter 6 of Kawasaki's book on Google+ -- "How To Share Posts" -- absolutely free. Learn more here.  | Selling based on facts and insights is a critical skill and will become dramatically more important."
--Jan Van der Linden and Naveen Jain of Accenture’s sales transformation practice, writing at CRM magazine |
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