“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
Prioritizing relationship-building to meet quotas [Podcast]:
Unfortunately, oftentimes in sales, we approach questions and curiosity in a very rote fashion. I’ve got my list of questions that I typically ask a buyer. I’m going to ask those. It’s more like a surveying. You know something as a result of that but you don’t understand. It’s a level of understanding what’s most important to the buyer that really is “a” it’s a source of value to the buyer and “b” it oftentimes will differentiate you as a seller because most sellers don’t go to that level.
Putting People at the Center of Sales Conversations [Sam Jacobs, Sales Hacker]
A primer on “on-page SEO” [Video]:
On Page SEO: What Is It and How to Make it Work For You [Rimi, Hubspot]
A proven template for business growth [Podcast]:
Something that it [bootstrapping a business] made us really really good at as founders is the idea of leverage. Not financial leverage, but leverage in the sense of how do you take one unit of energy and turn it into an output of ten. Meaning how for every small effort do you create very big and meaningful change.
Using the Hub & Spoke Model to Grow Your Business [Alex Lieberman, Founder’s Journal]
Data-backed tips for more effective LinkedIn InMails [Article]:
If you view a person’s LinkedIn profile and then send an InMail, that person is 86% more likely to accept it. And, the more you view someone’s profile, the more likely they are to accept your InMail.
Why? Viewing a person’s profile for the sake of viewing their profile is meaningless. The bigger point is it means you’ve done some research on the person, which will help you to write a more personalized InMail when you do reach out.
Want Higher InMail Acceptance Rates? Here’s The Best Data for Reaching Out. [Paul Petrone, LinkedIn Sales Blog]
Andrew T. Daniel 