“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
How to focus on the ultimate end customer [Podcast]:
In discovery, it’s just exactly what you said: how do I stay open enough in that discovery phase to really understand not only what my customer cares about, but their customer cares about. Because if you can figure out what their customer cares about, that’s really where value is created for your customer. So if you could start having a conversation about what that end customer cares about with the person you are talking to, it’s a whole different conversation than talking about what you are selling.
195: 3 Steps to Focus on Your Customer’s Customer [Sam Jacobs, Sales Hacker]
Clearing up misconceptions around maintaining a “Growth Mindset” [Video]:
What Having a “Growth Mindset” Actually Means [Harvard Business Review]
Insights into famous cartoon characters entering the public domain [Podcast]:
It is from that original book [Winnie the Pooh] that we are all talking about that is what is entering the public domain this year. When we’re talking about Winnie the Pooh, it’s that the appearance and characterization of characters in that book. Then subsequent to that book, there was additional work done, perhaps new characters introduced, new renderings to those characters and those are still protected under copyright.
Escape of the Famous Cartoon Characters: IP and the Public Domain [Michael Snyder and Joseph Gushue, IP Goes Pop!]
How to implement a tiered pricing plan [Article]:
It can be difficult to decide how to structure your business’ tiered pricing offerings. Start with a list of everything your business can offer. Then, identify the value of each offering from least to most and how many resources they require. Configure them into the most logical categories or groupings for your customers.
An Easy-to-Understand Guide to Tiered Pricing [Lauren Gregory, Hubspot]
Andrew T. Daniel 