“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
Why companies should go beyond initial training to keep their sales teams fresh [Podcast]:
Innovation intrinsically is about having a bit of creative freedom to think through better ways of doing something. That kind of thinking is also admitting that we could be doing things better. If you are asking your company to be more innovative, what you are asking your people to do is to have more failure, is to commit to more trial and error, to think creatively, and to try things out. That’s innovation.
Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols [Andy Paul, Sales Enablement]
The difference between plans and strategies illustrated through a case study on Southwest Airlines’ success [Video]:
A Plan Is Not a Strategy [Roger Martin, Harvard Business Review]
Dropbox’s VP of Sales Debbie McClure on how to use hybrid selling to match “how buyers want to buy” [Article]:
When asked what new KPIs she’d suggest measuring in a hybrid environment, McClure told me, “One of our new KPIs is speed. How fast can we respond to a customer’s inquiry? Because that’s important to our customer. And the more time we can free up for our sales reps, the more time they have to serve more customers.”
5 Hybrid Sales Strategies to Leverage in 2022, According to Dropbox’s VP of Sales [Caroline Forsey, Hubspot]
A discussion on “decision intelligence” including [Video]:
- how to define what is the “right” decision
- the often-overlooked discipline of tracking outcomes (with appropriate metrics)
- the importance of understanding the process behind the current decision model
How Decision Intelligence Improves Business Outcomes [Gareth Herschel, Gartner]
Andrew T. Daniel 