“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
Warby Parker’s story on the importance of listening to customers as you scale [Podcast]:
We learned a ton through all those experiences, and we found that customers loved having a physical environment to walk into. We learned so much from those face-to-face interactions around which frames customers were buying, the feedback that they had about frames, requests around products that we weren’t offering, even which cities were kind of most fertile for us to open our initial set of stores, and even specific neighborhoods and street corners that would be great locations for us. And we were able to do that in a really affordable way.
Brand While You Build, w/Warby Parker’s Neil Blumenthal & Dave Gilboa [Reid Hoffman, Masters of Scale]
Three sales trends and how to capitalize on them [Article]:
“Top performers have flipped the script,” said Dieter. “Traditional sellers begin by scheduling a sales meeting, closing the deal, then building the relationship. Top performers approach relationship building completely differently. They establish a relationship, schedule a sales meeting, then close the deal.”
Yes, Selling Is Indeed More Complicated Today. Here’s How To Best Respond. [J.C. McKissen, LinkedIn]
Brand strategist Phil Pallen on matching what you love with what people are willing to spend money on, creating “mini soldiers” to fend and represent you, and more [Podcast]:
It’s always my goal that someone, rather than being average on ten social media platforms, nowadays, be a rockstar on three. Or I would say even better yet be a superstar on one.
Three Steps To Develop A Personal Brand [Michael Stelzner, Social Media Marketing]
An introduction to outcome-based selling [Article]:
All of your sales communication should be engaging in some capacity, but any conversations you have when outcome-based selling need to be compelling. When you leverage this brand of sales, you’re not selling your prospect on a product or service — you’re selling them on a future.
You’re trying to describe a hypothetical reality where the hitches, inefficiencies, and issues currently plaguing their operations have been minimized or eliminated — one where they’re thrilled and thriving as a direct result of the investment they made in your solution.
What is Outcome-Based Selling? How It Works & 5 Steps to Do It Right [Jay Fuchs, HubSpot]
Andrew T. Daniel 