“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
Growth Academy founder Shanee Monet on researching a prospect, setting your price, using inbound sales, and more [Article]:
For me, all it takes is a little bit of listening and then putting the Lego pieces together; based on this problem, I have this solution that can help you. I think that one of the biggest mistakes a lot of new entrepreneurs make is that they assume what the person wants or needs and then they try to offer them their solution.
But I really take the time to listen. And, if I don’t think they are going to be a good fit, I’m not going to offer that solution. Period.
How Shanee Monet Sells: Build A Great Personal Brand And There’s No Need To Chase [Paul Petrone, LinkedIn]
How to adapt your on site, remote, or hybrid work environment to maintain productivity [Podcast]:
What we’re arguing for in the paper is an adaptive hybrid that says you’ve got to ask two core questions. What work stage are you in based on those three phases of innovation? And then secondly, how much social capital and what kind of social capital do you have stored up? And our premise is based on those two questions, you may choose to work virtually because you’ve got stored up social capital or you may choose to come in the office but doing it super deliberately with the other groups you need to interact with.
Ties That Bind: Why Remote and Hybrid Teams Need the Right Connection [Matt Abrahams, Think Fast, Talk Smart]
Blueboard’s Director of Sales Tim Mann on using cognitive behavioral therapy (CBT) with his sales team, changing sellers’ habits, defining a healthy sales culture, and more [Podcast]:
I never wanted to be in sales. I hated the idea of sales. I thought it was a disgusting profession coming from the non-profit world. I only wanted to help people. I just didn’t know anything about it. I didn’t realize that in non-profit I was trying to get people to sign up for the program. I was trying to show people opportunity. I was trying to get people to see things from a different perspective and influence. I then realized that that’s what I had been doing all along. Once I took that approach to sales it completely changed my outlook on all of that.
Be Mindful Of Changing Your Habits, With Tim Mann [Andy Paul, Sales Enablement Podcast]
After a few failures, how Calendly’s founder Tope Awotona changed his approach and found success [Video]:
The Secret To Calendly’s Billion Dollar Success [Steve Bertoni, Forbes]
Andrew T. Daniel 