“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
2022 marketing predictions for B2C businesses [Article]:
What might be different in the future is the type of influencer brands focus on. Historically, brands have focused on the biggest and most popular influencers to partner with.
However, some data suggest that micro-influencers with under 100K followers may be more effective.
The Top 5 B2C Marketing Trends of 2022 [New HubSpot Blog Data] [Martina Bretous, Hubspot]
Salesforce and Box veteran Doug Landis’ blueprint for hypergrowth [Podcast]:
You must come to every conversation with a customer who you feel like was similar to the prospect that you are speaking to right now when you started talking to them. So like, “Hey I was just talking to Angus who is a real person over at Snowflake, as I was thinking about our conversation it kind of reminded me of, I kind of felt like I was walking through a situation that was similar to Snowflake. I was talking to Angus who is the VP of Customer Success over there, and Angus was telling me this.” It’s like, “wow, no way, tell me more!” As a buyer I want to know who else you have spoken to that is just like me that I can learn from.
The Framework for Explosive Growth With Doug Landis [Craig Rosenberg, The Gartner Sales Podcast]
9 persuasion principles behind Steve Jobs’ original iPhone presentation [Article]:
But … focusing your message on the pain of the status quo is more persuasive than focusing on benefits.
If the status quo is no longer an option (iPhone > “smartphones”), your buyer is more likely to invest in the “new” option.
Accomplish this mindset change through the behavioral economics principle of loss aversion — humans will go to more extraordinary lengths to avoid loss than they will to gain benefits.
9 Sales Presentation Lessons From Steve Jobs’ Iphone Keynote [Jonathan Costet, Gong]
How to overcome the top challenges to establishing a consistent sales training program [Video]:
Framework for Successful Sales Training [Stephanie Middaugh, Sales Hacker]
Andrew T. Daniel 