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Home   About   Locations   Events   Join SMEI   Certification   Careers March 9, 2011
Learn the best ideas and strategies from today's top business books in only 15 minutes each
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Sales & Marketing Executives International has teamed up with The Business Source to offer the Business Book Summary Program — concise summaries of books you need to read. Each month, learn best practices and get powerful insights from leading-edge thinkers, industry experts and renowned business gurus. The summaries take just 15 minutes to read or listen to and you get two summaries monthly, so your total time investment is only 30 minutes a month! If you could use a stream of powerful new ideas to help increase your value and take you to the next level, click here to learn more.

Sales 2.0 Conference daily recap from day 1
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Recap report from Sales 2.0 Conference sponsored by SMEI. Day one of the Sales 2.0 Conference was completed on March 7 in San Francisco. Read the recap here. More

Don't hand off the chief sales officer job
Entrepreneur    Share    Share on FacebookTwitterShare on LinkedinE-mail article
Everyone knows small business owners have to wear multiple hats. But what if one of them doesn't fit properly? Many entrepreneurs tend to be practiced in one or two specific areas — maybe marketing is their thing. Or perhaps they're an engineer or software developer by training. Being a salesperson and landing big fish clients, however, is rarely an entrepreneur's forte. For this reason, business owners often want to remove themselves from the top sales role and bring in a specialist. More

6 archetypes of sales and marketing
Forbes    Share    Share on FacebookTwitterShare on LinkedinE-mail article
Sales and marketing leaders, like the rest of us, come in a multitude of personality types. But only a handful of distinctive styles have emerged within the leadership ranks of each of these disciplines. And the two groups of styles are different. Understanding those differences is key to figuring out what makes them tick and how to work effectively with each other. More

3 must-have business agreements
American Express Open Forum    Share    Share on FacebookTwitterShare on LinkedinE-mail article
Hollywood movie mogul Samuel Goldwyn, founder of MGM, once said: "A verbal contract isn't worth the paper it's written on." It's a good idea for small business owners to put agreements in writing. Here are three agreements that you should definitely consider getting in writing. More

The best ways to motivate people (and it isn't with money)
Forbes    Share    Share on FacebookTwitterShare on LinkedinE-mail article
It used to be thought that money was the best way to motivate employees. Bonuses were given to workers achieving their objectives, pay raises were given to employees with outstanding performance and stock options were granted to over-achievers. But when the difficult global economy took hold several years ago, many companies were forced to cut back on financial incentive programs or even put them on hold in order to stay financially viable. More

The 8 buyer personas (and how to sell to them)
Bloomberg Businessweek    Share    Share on FacebookTwitterShare on LinkedinE-mail article
There are multiple buying styles and preferences to consider, but the number is not infinite. It's eight. There are eight distinct buyer personas to get to know, learn to identify and learn to help buy. If you understand all eight, can identify which ones your actual prospects resemble and plan your actions to meet their personal buying styles and criteria, you'll win more sales. More

The new business model is community-based network
American Express Open Forum    Share    Share on FacebookTwitterShare on LinkedinE-mail article
The meteoric rise in the popularity of networks such as Facebook should give marketers a pretty strong clue that people are drawn to the new form of online community. Online communities that give people the opportunity to join painlessly, come together around shared ideas and engage and build deeper relationships if they receive value present a model that businesses should note closely. More

Why your business isn't getting leads from LinkedIn
Bloomberg Businessweek    Share    Share on FacebookTwitterShare on LinkedinE-mail article
It is amazing how few small businesses maximize their presence on LinkedIn and instead just follow the trend at Facebook and Twitter. Why would a niche business-to-business company establish a Facebook fan page when their potential customers may not be social on Facebook but are already used to networking on LinkedIn? If you're not getting inbound leads from your presence on LinkedIn, here are a few potential reasons. More

5 innovative mobile marketing campaigns
Mashable    Share    Share on FacebookTwitterShare on LinkedinE-mail article
Mobile is an area of intense fascination for marketers and advertisers, partially because it's so confounding. Ideally, mobile marketing can be even more effective than search. Its targeted consumers are not sitting on their couches thinking about buying something — they're out in the real world and are open to suggestions about where to go next. A well-timed coupon or even just a reminder that a store is nearby can create a sales opportunity out of thin air. More
SMEI Weekly
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