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From the Editor...

Paul Nolan

I have always tried to avoid writing the formulaic editor’s note that inventories the content of the issue and tells readers how entertaining and educational it all is. But as I read through this issue’s pages before we went to press, what struck me most is how entertaining and educational the content is.

Closers ( Canon)

You aren't always who you
think you are

Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting themselves in the foot. The author of "No One Understands You and What to Do About It" lays out a better path to successful conversations.  more...

Additional Web Resources

Putting the Relationship Back In CRM
What roles do front-office functions like marketing, sales and service have in supporting the customer relationship in mid-sized B2B companies? Act-On Software surveyed marketing professionals at 750 B2B companies to understand how they perceive and support CRM. Read the full report here.

Sales Compensation Trends Survey
The Alexander Group, a sales management consulting firm, released its 2015 Sales Compensation Trends Survey. You can access it here (registration required).

The Looming Talent Crisis
“Workforce 2020: The Looming Talent Crisis” is a report from Oxford Economics and SuccessFactors that examines the most effective employee motivators, examines why 60% of employees are unhappy with their jobs, and reveals the biggest untapped source of leadership talent that is hiding in plain sight. Download it here (registration required).

15 Things to Train Salespeople On Instead of Social Selling
Sales leader and consultant Anthony Iannarino explains why he’d train on more than a dozen other sales skills before jumping on the social selling bandwagon. Read his blog post here.

Trade Show Smackdown
In our March/April issue, we asked marketing and sales managers how they felt about the return on their trade show investment. Their responses can be found here.