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Welcome to the weekend! Hello from London. I’m back from 2 weeks in San Francisco with my wife and back for the first full week in the office.

It’s the time of year people think about goals with optimism and hope. As you set your goals, always remember this from Bill Gates “Most people overestimate what they can do in one year and underestimate what they can do in ten years”.

Mark Zuckerberg who famously ran one year challenges now tends to agree. He announced his plans to give up his annual personal challenges, shares his goals for the next decade including a new private social platform, AR/VR, and new forms of governance. Here is the full vision. 

I moved away from goals a few years ago after reading James Clear’s book on habits. My 2020 is focused on building the right habits. Whatever your approach I hope you all have a great year! Love to hear your plans? 

Without further ado, here are 7 things I thought you’d need to know for January 11th in under 3 minutes: 👀 

. . .

Leadership 😬

1. Growth is a journey that requires the entire business to constantly adjust, optimise, and execute, but it starts at the top. Here are seven beliefs and behaviors that growth leaders share

2. I reflected on the best way to manage time. I re-read how to be less reactive and more proactive. I’m encouraging everyone on my team to re-think or adapt their approach - being busy is not being effective. 

3. First book of the year: Updated Edition of Mindset - Carol Dweck

CRO / CMO 🚀

4. In case you missed my 2020 predictions: here are 7 predictions for B2B Marketing in 2020 and 10 ways to build daily learning habits in your life

5. The SaaS Trends you need to know about for 2020.

6. I read @KyleTibbitts insightful summary of marketing lessons learned over more than a decade growing startups.

Loved this one: “Great marketing emanates from a great product. If the product sucks no amount of world class marketing can redeem it. Marketing can help make a good product great––it will never make a bad product good.”

Well-being 🧠

7. Zen Habits: How to break the habit of not being busy 

. . .

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.

Thanks, 
Ed 

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🤔 q&a: i'm revamping my sales deck. what is a good structure to follow?


You should tailor your sales deck based on persona. Sales / AE's often struggle with the big vision starter (i.e. the Zuora sales deck style) and you need to cater to their needs in order to make sure it is effective in the field. 

Here are a few format structures you can use: 

> The CxO Presentation: 

+ Opening 
+ Big change in the world 
+ Why care stakes 
+ Show the better way 
+ Obstacles that make it hard 
+ Benefits to overcome them 
+ Proof you can do it 

> The Budget Holder Presentation: 

+ Opening 
+ Problem to be solved 
+ Who has the problem 
+ What does it cost the org today
+ Shortfalls of existing solution 
+ What's changed 
+ Your solution overview 
+ Proof that we're better 
+ What our solution costs 

> The Practitioners Presentation: 

+ Opening 
+ Confirm the problem 
+ Shortfalls of other solutions 
+ Proof that you're better 
+ How it works 
+ Demo 
+ Logo slide 

Here are examples of great sales decks.

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ABOUT THIS NEWSLETTER

My mission is to help aspiring marketing and sales 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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