Weekly Digest #15: November 2018 by Edwin Abl 
In this week’s newsletter: Learn how about pitching a persona driven deck that lands.
I took this pic in Windsor, England on a walk yesterday!

Hey all,  

As a recap, I share links on B2B marketing (focus on prospecting, selling, growth and outbound), leadership, learning and brand new tech tools/ apps. Please do share any great articles in return to discuss! 

Here are 7 things I thought were worth sharing this week: 

1. We’ve been focused on refining our sales proposition lately, I was handed this excellent article on How to Build Ridiculously Good Sales Decks. It teaches you the importance of creating different deck structures for each persona, from CEO, budget holder and user experience. It will make you rethink your approach.  

2.  I barely got any reading done this week, but thanks to Audible I did get through the whole of Fanatical Prospecting by Jeb Blount, it has some old-school ideas combined with frank advice on how to be truly great at developing new pipeline. Review his website for actionable advice and toolkits @jeb blount

3. Learning more about Embodied Leadership - a new concept that brings together language, action, feeling and meaning and is based on the idea that the mind and body are inextricably linked: to develop one, you must cultivate the other. 

4. Setting up inside sales / outbound sales is something I’m asked all the time. To get started read this Outbound Sales Science: How Growlabs Went From $0 to $2.5M ARR in 6 Months - starting principles inside. 

5. My favourite tools that build an outbound process are Lusha, MixMax (if you enable rules and hyper-personalisation it’s so powerful), teaching from Jeff Molander, Asana for campaign sequence process and of course, sales navigator

6. Pricing advice from Seth Godin and an interesting post on finding the right price for new customers

7. I was searching for on-demand support for content creation and stumbled across Contentfly (if you have a challenge on scaling content, at an affordable cost go check it out). 

Thanks for reading. Enjoy your Sunday. And if you like this newsletter and want to support it, forward it to a friend, tweet me, or if you’re seeing this newsletter for the first time, you can subscribe here.


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