2006 Annual Holiday Charity Luncheon: A Successful and Fun Event for All
The Annual SAPI Holiday Charity Luncheon was held on December 5th at the Tribeca Grill (owned by world famous actor Robert De Niro) in New York City. The event was well attended by approximately 75 SAPI members and their guests. This year's charity was the American Red Cross and close to $1300 was raised as the result of a raffle.

ARTICLE: Marketers Can't Continue These Worst Practices
The concept of "best practices" has taken hold so firmly that a survey of such practices is one of our most sought-after services. And rightly so; learning from the best can be very valuable. But one can also learn from those that are far from the best. Consider what we can learn from some of the worst marketing practices of 2006. All of these examples are drawn from real-life experience and all of them involve very high-profile, respected brands. Learn the worst practices that marketers can make...

ARTICLE: Meeting Your Client’s Expectations Isn’t Enough
One of the current buzz phrases in sales and marketing is “exceeding the client’s expectations.” This is a laudable goal, but one that is seldom met. And then to top it off, it isn’t enough. If you manage to exceed your client’s expectations, you still have only succeeded in meeting half of your obligation to the client. Organizations need to do more than meet clients' expectations...

ARTICLE: Making a Difference
It's important to believe your product is top-notch or a great value for its price point. Virtually every sales book on the market talks about the importance of being able to relate the features, advantages and benefits of your offering. But, in today's market it's just not enough. To be successful selling these days, it's imperative for you to go deeper—to understand the difference your product or service makes to your customer. And you must understand it from their perspective, not yours. Make a difference with your sale...

SURVEY: Low Morale Tied to High Unscheduled Leave
The rate of unscheduled absences rose to 2.5 percent in 2006, the highest it has been since 1999 when it hit 2.7 percent, says a survey that ties unscheduled absences and presenteeism to low workplace morale. Unscheduled absences cost some large employers an estimated $850,000 annually in direct payroll, according to the 16th annual “Unscheduled Absence Survey” from CCH Inc., a provider of HR and employment law information and services. Costs are even higher when figuring in lost productivity, morale and temporary labor. On average, only about 35 percent of those absences are attributable to personal illness. Learn more about this study...

ARTICLE:  Meet Needs of Older Workers to Avoid Brain Drain
Companies may be subsidizing their own corporate brain drain if they offer generous early retirement plans instead of finding ways to retain their graying senior staffers with flexible work options and benefits. Read the complete article...

Sales Resource: Get the Best: How to Recruit the People You Want
This how-to guide, designed for both the general business person and the corporate recruiter, gives readers quick tips that produce a higher quality applicant pool. It includes unique recruitment strategies and more than 100 other ways to hire the best. Get the Best also includes: what is needed to attract non-traditional labor markets; information on non-traditional recruiting activities; an appendix of over 100 resources to make recruiting easier. Find out more...

Sales Training: The Certified Sales Professional
Today’s sales professional is faced with knowledgeable, demanding buyers. They expect their salesperson to be well informed, demonstrate expertise and show professionalism. A salesperson needs to provide value – not only in the products and services they are selling, but in the relationships they have established. The Certified Sales Professional designation will help distinguish you as the kind of person any buyer would want as a partner. The CSP designation validates your expertise and knowledge of the key sales competencies, enhances your professional image and confirms your commitment to continued professional development. Register or find out more...

ARTICLE: How to Create a Unique Selling Proposition
Distinguish your business or practice from all the rest. Make your enterprise special in the eyes of your customer or client. How do you get your business differentiated? By creating a Unique Selling Proposition, or USP. A USP is that distinct and appealing idea that sets you and your business, or practice, favorably apart from every other generic competitor. The long-term marketing and operational successes you achieve will, ultimately, be helped or hurt by the USP you decide upon. The possibilities for building a USP are unlimited...

Sales Mangler 101: A Lesson in Sales Manager Sales Call Behavior
This month’s article from industry consultant Jeff Grover is about how sales managers can behave on sales calls with their reps. Too often sales managers behave as “sales manglers” when they go on collaborative calls with their reps. Grover’s observations have been that sales managers have typically been promoted from being pretty successful salespeople, to being sales managers. Unfortunately, being a good sales rep often does not provide the foundation or training for being a good sales manager. This is glowingly apparent when the sales manager works with his rep in the field. Find out more...

ARTICLE: Characteristics of a True Sales Leader
Solo reps who move into the management sphere tend to manage people versus coaching critical competencies and behaviors, which hurts the bottom line. To be effective, sales leaders must understand and know how to integrate knowledge of sales systems and processes to their staff. They need the majority of their salespeople to accept it, own it and benefit from it. Learn the characteristics of a true sales leader...

ARTICLE: The ABCs of Management Gift-Giving
The holidays are here and you’d like to show your appreciation to your staff. But you can’t spend a lot of money. What can you do? Choosing a gift can be a headache—and an opportunity. There’s a wide array of gift ideas that any manager in any department of any organization can use to send a special, and important, message. Learn the ABCs of management gift giving...

Tips ‘N Techniques: Dynamic Ways to Reward, Energize & Motivate Your Teams
When you reward and recognize employees, they are happier, stay longer, and are more productive! Want more profits?  Show appreciation and reward good behaviors! Transform your teams and staff members into productive performers. This book offers over 230 dynamic ways to reward, energize and motivate your teams. Find out more...

You received this newsletter because of your status as either a SAPI member, a PCNY member, a NEPTA member or an NPTA Alliance member. This is not a solicitation. If you would like to be removed from the mailing list, please e-mail news@sapi1.org with "Remove Newsletter" as the subject.