“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
How to leverage artificial intelligence to accelerate sales growth [Podcast]:
…data is incredibly imperative. If you want to use AI in any way, if you want to make data-driven decisions, you’ve got to start and get the right data. It’s just a question of how do I get the data into my CRM that I can then use to optimize my internal processes. Then how do I plug into a system that will give me insights about buyers that incorporates external data that I wouldn’t have access to?
Transforming the Revenue Engine Through Artificial Intelligence with Heidi Messer, Chairman and Co-Founder at Collective[i] [Rosalyn Santa Elena, The Revenue Engine Podcast]
Overlooked sales strategies [Article]:
If your story describes their problem better than they can describe it themselves, they will automatically assume you have the best solution.
…
Spend more time upfront training new reps more on your buyer’s problems and less on the features and functionality of your product. So much of today’s sales training is about how your product works. Start with the buyer’s problems.
Teach your sales reps what it’s like to be your buyer.
7 [sic] Sales Strategy Examples Your Competitors Wish You Didn’t Know [Jonathan Costet, Gong]
Rewarding behavior over performance [Video]:
Reward the RISK-TAKERS | Simon Sinek [Simon Sinek]
The Pareto Principle applied to business, life, and more [Podcast]:
I have found this fact that I’m about to share with you true for running my own business and I believe it to be true for most businesses: 20% of your employees drive 80% of your profits. Is this a bad thing? No, because this isn’t to say that more than 20% of your employees aren’t talented. It just means you have a certain group of A-plus players that have an outsized impact on your business. While you should worry about building talent density as a company, which is this concept created by Netflix in their culture, to me, the bigger lesson here is making sure you never lose your A-plus players. Even if it feels like you have to spend a stupid amount of money to keep them. They likely pay for themselves, not just in their ability to put out great work, but also in making everyone around them better. A-plus plus players want to work with A-plus players.
A Universal Rule in Work & Life [Alex Lieberman, Founder’s Journal]
Andrew T. Daniel 