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From the Editor...

Paul Nolan

In the lobby of my son’s residence hall at the University of Nebraska, similar to residence halls at a number of major colleges around the U.S., students are greeted each morning by stacks of newspapers that are free for the taking: The New York Times, The Wall Street Journal, USA TODAY and the Omaha and Lincoln dailies.

Closers ( Canon)

Embracing the customer-built brand

The former director of corporate and financial communications for Harley-Davidson talks turnarounds, interacting with customers and – duh – bikes.  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.