“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more.
Reframing nerves and small talk for better conversations [Podcast]:
Small talk is really useful. It’s the predictable way that we open up this really crazy experience we are about to have together. I think it gets too bad a rap. It serves a very important sort of search process. If you think of small talk as a search and really lean into it as this enjoyable search process, then it can become less awkward.
Listen Up: Why It’s Better To Be Interested Than Interesting [Matt Abrahams, Think Fast Talk Smart]
Distributing leadership [Video]:
Great Leadership Is A Network, Not A Hierarchy [Gitte Frederiksen, TED]
Why we should all think like olive farmers [Podcast]:
We are really quite good at emergencies and its short-term urgencies. What we’re terrible at, what human beings are terrible at, is visualizing a future, anything in the distant future.
The Long Term [Seth Godin, Akimbo]
Adjusting your outreach approach for 2023 [Article]:
“Since the start of the pandemic, 62% of the highest performing reps said they have ramped up their research on prospects and customers ‘significantly.’ In the United States, top sellers (by a margin of 82% to 49%) are significantly more likely to always perform research on their buyers, compared to their peers. They spend more time having quality conversations that convert at higher rates — which should make leaders think twice about the quantity/quality tradeoff.”
Unwelcomed Sales Outreach Won’t Just Be An Annoyance Anymore. It Will Destroy Brand Equity. [Gail Moody-Byrd, LinkedIn]
Andrew T. Daniel 