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The Transparency Sale Blog: Newsletter Style


· transparency sale,newsletter

Let me know what you think of this format. Instead of a straight-up post, there are a few topics worth bringing to your today I'm doing this newsletter style:

Topics worth taking a gander at...

  • How the Internet has made plagiarizing reviews impossible! (aka - why I deleted a post yesterday)
  • Cool sales resource discovery: "The Daily Sales Tip Podcast"
  • An interview with Teresa Weirich from Costello
  • How calendaring apps may be sending the prospect the wrong subconscious signal

How the Internet has made plagiarizing reviews impossible! (aka - why I deleted a post yesterday)

Are wondering why you received a notification of a blog post yesterday, but the link had been deleted?

As you probably know by now, I preach the evolution of sales driven by the proliferation of reviews & feedback on everything we interact with - products, hotels, restaurants, Uber drivers, apps, etc. - and how the fact that it’s now proliferated into B2B on products and cultures is driving a need to change the way we approach sales.

In advance of giving any keynote speech, I read as many reviews on the company I’m going to speak at as I can. I act like a potential buyer, and read reviews on whatever search engines can find, plus specific sites like G2Crowd, TrustRadius and Glassdoor. If I can find it, your prospects and potential recruits can find it, too. Better to embrace it than pretend it doesn’t exist, right?

I found the funniest one I had ever read - and I wanted to write about it. However, after posting it, I quickly realized that it was plagiarized. A simple Google search would have had found that before hitting “post”. Unfortunately I found out afterwards. The proliferation of information availability makes it really difficult to plagiarize now, too! :)

So, that’s why the post no longer exists. Sorry about that. Do you want to read the plagiarized review anyway? it is:

"Imagine sitting down to play chess in a park. Now imagine your opponent is a pigeon. The pigeon lands on the chess board and stares stupidly at you. It then knocks some pieces over with its tail, takes a dump on the board, pecks randomly at nothing in particular, and all the while doing this struts around like it is doing something very impressive. This is (this company’s) management."

Very funny, but unfortunately very unoriginal...

Cool New Sales Resource Discovery -

The Daily Sales Tip Podcast:

According to Podcast Insights, there are now over 660,000 podcast shows, and it’s now estimated that there are over 28 million episodes on iTunes. If, on average, they’re 40 minutes long, you only have 1.12 billion minutes worth to listen to.

With so much to listen to, how do you make sure you’re not wasting time?

I was recently featured on one that’s a really cool concept - it’s called "Daily Sales Tips" with Scott Ingram, and they’re each shorter than four minutes long. You can listen to ten in the time it takes you to normally listen to a single one! Each includes the transcript as well, and for mine, there’s an accompanying video.

Check it out, subscribe, and if you scroll down the page and leave a comment, two commenters will be chosen to receive a FREE COPY of the book, The Transparency Sale. (and so far, there are no your odds are pretty good if you haven't picked up the book yet, or want to gift one)

Here's the LINK.

An interview with Teresa Weirich from Costello

Moving from my role as Chief Revenue Officer of a fast growing tech company in Chicago to the world of writing and publishing was a big shift. I was recently interviewed by Costello's Teresa Weirich about what the journey has been like so far.

Here's the LINK to the article. 

How calendaring apps may be sending the prospect the wrong subconscious signal

How you actually schedule appointments doesn’t get much “tip” focus, eh? Meaning, how you collaborate with a prospect to find a mutually available time once an appointment is an agreed to step. Well, I’m not one to disappoint!

As a recipient of so many attempts, I repeatedly see reps creating a subconscious blunder in their attempts - whether it be via scheduling apps (like Calendly or Hubspot), or verbally.

Simply put - creating the impression you & your offerings are "in-demand" is a good thing for a decision maker’s subconscious. We wouldn’t choose a surgeon who has a perpetually empty calendar, right? We wouldn’t choose the empty restaurant between two we’re unfamiliar with, right?

I don’t want to pick a time from some lonely rep’s empty calendar, either.

Let me know what you think - of this format, of the content, or about other things you see. Also, for more stuff, follow me on LinkedIn. Thanks!

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