Welcome to the weekend! This week we held our annual sales kick off event and it’s always a tough one to position. You communicate a huge increase in expectations for revenue coupled with why everyone needs to increase their learning and capabilities to perform. 

Something I have learned, both as a mentor and in my own leadership journey, is the importance of the words we use, especially when positioning expectations.

I never really cared 10 years ago in the specific power of individual words when presenting ideas (being honest I was more concerned about myself and nerves). Especially at an SKO (Sales Kick-Off) where you can become complacent to dump information on people. 

When you pay attention to specific words/ statements in preparation for crucial events you create an opportunity to land your message far more effectively.

For example, do prep carefully for these one-off moments (a group event or meeting) as you may not have another opportunity for 6 months. That finite detail in your approach is the difference between success and failure. 

Without further ado, here are 7 things I thought you’d need to know for January 18th in under 3 minutes: 👀 

. . .

Leadership 😬

1. First Round Essentials on Management provides great wisdom from real-life case studies on how to become a better manager, 

2. The world’s top achievers collect the most effective mental models from across all disciplines. They test these models out, and internalise them so they always have them available, and they apply them in their daily lives. Here’s how you can think like the smartest business leaders

3. From the archives: 10 Bad Habits of Unsuccessful People.


4. During the week I had 3 discussions about how to write documentation for your team; so you can scale effectively. Having seen several teams struggle or succeed with writing documentation, it contains a few behaviors that I found make a difference.

5. How to build a marketing content strategy using a Hub and Spoke content model. 

6. 75 Key Sales Statistics That'll Help You Sell Smarter in 2020.

Well-being 🧠

7. A guide to uncertainty. The path of uncertainty isn’t anything you can’t handle. Many people have walked similar uncertain paths in the past, and are doing so now. You can do it just as well as anyone.

. . .

One more thing...Thanks for reading.

Enjoy your evening. 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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🤔 q&a: How do you prep effectively for a meeting?

My advice is to follow this SUPER simple framework for meeting success. And it doesn't just need to be external meetings. 

1. Why we're here?
2. What do we expect?
3. Do we agree? 

Add a framework to position your product/ service. 

You need to think of the customer's......SCV: Situation / Challenge / Value Proposition. 

S - What is the situation
C - What is the challenge they face, all about the challenges. 
V - Bring a value proposition that address challenges 

Focus on mutual value creation. Make it easy to change. Don't position your solution as a 'big' jump. Make them feel comfortable in the incremental move to a new world and more inspiring vision. 

📲 New Recommendation For Your Stack 


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Access my archive with over 100+ articles —> Go Here



My mission is to help aspiring sales and marketing leaders with the new revenue mindset; people who want to get ahead; people who worry about their impact and help them gain context for what matters to a CEO.

You setting up to grow your impact??


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