Sales Lessons from The Yankees; Are You Commiting Self-Sabotage?; Facebook for Business

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Subject: Sales Lessons from The Yankees; Are You Commiting Self-Sabotage?; Facebook for Business

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		December 04, 2007
Feature of The Week The Brains Behind the Brawn ISBM Executive Director Ralph Oliva turns B2B sales and marketing research into bottom-line riches. Articles of The Week » A Little Legwork Goes a Long Way It's essential to find out about a potential customer's needs before showing up with a pitch. » Campaign Close-Up: Applebee's The venerable restaurant chain repositions itself as a special place where friends and family can come together. > STAFFING Are You Commiting Sales Self-Sabotage? Your worst enemy to winning sales may be you. Here's how you may be sabotaging yourself, and what to do about it. Seminars: A Potential Goldmine for Recruiters Hosting seminars will start to appeal to you when you consider the potential goldmine of talent opportunities they will offer. ( read more staffing articles ) > TRAINING Stepping Up Sales Training Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider these five keys to ensuring you find the right person for the job. WSECU Uses Evaluation to Enhance Training Washington State Employees Credit Union (WSECU) found a new way to "complete the communication circle" among managers, new hires and the training department. ( read more training articles ) > TECHNOLOGY Can Facebook Help You Do a Better Job? Just because employees are on the Web doesn't mean they're messing around. Emerging Web 2.0 sites that utilize user-generated content are beginning to blur the line between wasted time and productive time. Product Knowledge Generates Online Sales Does your organization want a big piece of that increasing online revenue potential? Recent research suggests the best way to increase online sales is to offer comprehensive information to your online audience. ( read more technology articles ) > INCENTIVES/MOTIVATION Strategic Messaging for Direct Marketing Materials It's amazing to see how much emphasis executives place on the advertising materials and how little on the messages that go in them. Sales Lessons from The Yankees The falling-out between the Yankees and Joe Torre happens every day in business. Here's what salespeople need to know so it doesn't happen to them. ( read more incentives / motivation articles ) > DIGITAL EDITION Sales & Marketing Management Goes Digital Get digital with the all-new digital edition of Sales & Marketing Management magazine for an truly interactive experience. You can view the latest version, our October issue, by clicking on the link above or subscribe at salesandmarketingmanagement.com to receive the newest digital edition in your inbox each month. December's digital issue is coming soon—subscribe today!		Got Marketing Velocity? November 27, 2007 By Paul McConville A key lesson I learned from some of the industry's smartest marketers is that a prospect who doesn't convert is not always a lost sale... > New Books Best Practice in Performance Coaching Strategies for Protecting Your Company's Intellectual Assets Different Thinking Creative Strategies for Developing the Innovative Business (read more from our bookstore) > Related Blogs Hemispheres Magazine—Saving our Industry? November 30, 2007 By John Wilwol When Pace Communications, the publisher of several in-flight magazines, recently boasted that United Airlines's ... Meaty Meeting November 30, 2007 By Margery Weinstein Like a hostess who chooses pasta over meat for cost-savings at her holiday party, year-end meetings... > Events » Breaking News from the Editor's Desk: S&MM To Undergo Redesign The redesigned Sales & Marketing Management will feature high-level insights for senior managers in three sections-Sales Strategy, Marketing Strategy and Management Strategy-each headlined by an S&MM columnist-Dave Stein; Scott Hornstein and Don Peppers/Martha Rogers; and David Cichelli and Mary Donato respectively. Readers should also anticipate new department coverage to be included in every upcoming issue. It all starts this January/February 2008 issue!

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