“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
On the Sales Hacker podcast Neal Patel discusses his transition from attorney to Chief Revenue Officer at Crunchbase [Podcast & Transcript]:
“I also recognized that no one in my whole family was a lawyer in the United States. And our family’s here, my extended family’s here. So I thought it would be good for someone in the family to understand the law, policy, and how things work.
It was a good marriage of my two ambitions. I liked it a lot, but I found myself being more interested in the business side of the transactions.”
Objections? You’ve Already Lost the Deal [Sam Jacobs, Sales Hacker]
Daniel Pink shares “3 P’s” that can help you stay afloat in “an ocean of rejection” [Video]:
How to Deal With Rejection: Lessons from Social Science [Daniel Pink, www.DanPink.com]
A key factor when you are onboarding your sales team [Article]:
“When your focus is on figuring out a way to get this person to buy what you’re selling, you’re in an almost adversarial position right from the get-go. It’s all about convincing them to see things your way and do what you want them to do.
On the other hand, when you define sales as a process of identifying someone’s wants or needs and then creating value for them, you reposition it as a mutual win-win activity, where both sides benefit.”
A Positive View of Selling is Critical to Hiring Salespeople [Integrity Solutions]
Reframe the sales process [Article]:
“This traditional sales funnel is based on what the company or the business wants customers to do—to lead them from that first introduction to their purchasing decision. The new hourglass shape of the customer journey is organized around the behaviors customers want to do.
Consumers want to know who can answer their questions and solve their needs. They want to get to know a business before making a choice to work with that business. Consumers want to be able to trust the entities they do business with, and to refer those businesses they know, like, and trust the most to their friends and family.”
Rethinking the Customer Journey: A Strategy for Marketers [Michael Stelzner, Social Media Examiner]
Andrew T. Daniel 