I’m about to board my flight for the great Pacific Northwest and while my thoughts turn to a great microbrew I will have this evening, I wanted to share some articles I read this week that help get out of the low valley fog of day to day selling and stepping above the clouds for a view into the horizon. Thoughts that are continually on my mind are where are we heading? What obstacles lie in wait for us just across the next ridge? Sales is an ever evolving game and here are 3 articles from the world of sales from around the interwebs.
The Battle for Customer Attention Starts with a Company’s Culture by Michael Brenner – this was an interesting article about the growing marriage (healthy marriage, not dysfunctional) between sales and marketing and creating a “culture of content” and being about something bigger than you are. In order to get customer attention in this noisy, distracting world, you must do things differently.
The Working Dead Part 1 & Part 2 by Jason Theodore – This is a long but interesting read focusing more on the workers within companies and why there is a disconnect between worker satisfaction and the mission of an organization. I’ll be the first to admit Theodore paints a bleaker picture than I’d prefer on a Monday morning but he does bring up some great points and what companies and individuals can do to change the future of the organizations.
The Young Professionals Guide to Growth Hacking Sales (Interview with Scott Britton) – This is a fantastic interview with a young, successful sales rep who has some great insights in how best to serve the customer. A great quote about how introverts can succeed in sales by listening more than extroverts, Britton says “And a funny thing happens in sales: when you stop talking, people start revealing more about themselves and their problems.” All in all a great post.
That’s it for this week.