Small Business
Top stories summarized by our editors
12/12/2017

Sales leaders can coach representatives who resist instruction by learning each sales rep's communication style, writes Steve Hackett. Make sure you've set distinct behavior standards and that you model coachability by being open to feedback on your own performance.

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The Brooks Group
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Steve Hackett, uncoachable
12/12/2017

Companies often reject candidates for upper-level jobs if they don't have industry-specific experience. But industry details can be learned, and candidates from other fields may exhibit far more important qualities, such as trustworthiness, maturity and the ability to solve problems effectively, writes Human Workplace CEO Liz Ryan.

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Forbes
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Liz Ryan
12/12/2017

Inspired by their experiences on a trip to North Carolina, Craig and Kami Putz opened The Barkery to provide environmentally friendly toys and treats for dogs. Craig Putz sells homemade treats at craft fairs, and he hopes to be able to offer them in the shop after getting government approval.

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Barkery
12/12/2017

MailChimp, which offers email marketing services to small businesses, has grown into a company with 700-plus employees and 16 million customers while avoiding outside investment. A key turning point in MailChimp's history came in 2009, when the company switched to a "freemium" model and subsequently experienced rapid customer growth.

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Inc.
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MailChimp
12/12/2017

Good leaders listen, follow through on promises and treat others as they'd like to be treated, writes Dennis Miller. "It may take some practice, but by learning to build trust and respect among your colleagues, you will dramatically increase your leadership potential," he writes.

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SmartBrief/Leadership
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Dennis Miller
12/12/2017

Potential sales managers must show they are willing to help others and understand the skills of those in the department in order to assist them better, writes Michael Rogewitz. Other skills future sales leaders display include a desire to continue learning new things.

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HubSpot
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Michael Rogewitz
12/12/2017

It can often be advantageous to spend time in the office near the holidays, because the downtime can allow executives to catch up on necessary tasks. Further, the unstructured nature of the season can actually make it easier to contact executives and key players in other companies, writes Mike Scher.

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Mike Scher
12/12/2017

The Treasury Department has estimated that the tax bill passed by the Senate Finance Committee will help add an extra $1.8 trillion to the economy over 10 years through economic growth. The additional growth would be more than enough to offset lost revenue from taxes, according to the Treasury Department.

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Reuters
12/12/2017

Lead Liaison's new sales enablement tools allow users to send emails straight from prospect profiles and reply to them while on the timeline. Sales reps can also use new features to input dynamic data into emails or set reminders for emails that receive no reply.

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DestinationCRM
12/12/2017

Sales teams often benefit from using a narrow set of data to guide their efforts before focusing on an all-encompassing artificial intelligence platform, writes Chris Bucholtz. Also, representatives must know which data to seek from AI and how to present it to potential customers.

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CRM Buyer