“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
Companies are using “sales plays” to optimize their sales effectiveness [Article]:
A sales play system has begun to catch on among progressive companies worldwide, much as many sports organizations have applied data and analytics (with baseball’s Oakland Athletics pioneering the use of sabermetrics, as recounted in the book Moneyball). By using data to find undervalued athletes, determine the highest-impact plays to run, and replace gut coaching routines with statistically-informed routines, sports teams have improved their records.
That kind of detailed, specific data enables a sales rep to move from the overly broad “sell to this list of school districts in Colorado” to the more useful “here is a ranked list of the biggest opportunities in Colorado, and here’s what each one cares about.”
The Sales Playbook of Successful B2B Teams [Jamie Cleghorn, Jordan Lee, Eliza Kennedy, and Randy Huey, Harvard Business Review]
The difference between business development and sales [Article]:
Business Development vs. Sales: Differences, Similarities, & Job Titles to Hire For [Leslie Ye, HubSpot]
With the recent announcement of the Cleveland Indians’ new name, an in-depth legal analysis of the change including [Podcast]:
- The likelihood that the baseball team researched their options
- The rational behind choosing a name that might cause legal problems
- Legal issues behind a lawsuit and likely outcomes
Are There Too Many Cleveland Guardians Teams? [June Grosso, Bloomberg Law]
Former figure skater Michelle Kwan talks about what she learned from making a career change and finding a new passion [Video]:
How To Make A Successful Career Change According To Olympian Michelle Kwan [Moira Forbes, Forbes]
Andrew T. Daniel 