Welcome to the weekend! So it's Friday evening here in San Francisco and I've just finished putting together the Weekly Briefing - the last scheduled newsletter of 2019 (will be back on Saturday Jan 11th 2020!).
I sat down and reviewed ALL my updates from the year. Over 350+ articles, 50+ tech and book recommendations. I went through them all and narrowed it down to just my favourites and have shared them below.
My goal is to make the content so useful in 2020 that it helps you learn and grow faster.
I'm optimising for great content. Subscribers reply to let me know what they like the best and I’d love to understand what content you find most helpful. Please feel free to let me know.
And now, without further ado, click below for a weekly roundup of the best of the year (full archive here)... 👀
I hope you have a great Christmas and Happy New Year - see you in 2020.
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1. Want to be an influential thought leader? Follow this simple advice.
✅What do you know? What are you an expert in?
✅How do you know what you know? What taught you? Who taught you? What was a moment in time where you learned that lesson?
✅Say those two things, over and over again.
> Other notable reads on life, leadership and well-being:
+ Mindset - Updated Edition: Changing The Way You think To Fulfil Your Potential
+ When Breath Becomes Air
+ Why We Sleep: The New Science of Sleep and Dreams
+ Trailblazer - Mark Benioff
+ The Great CEO Within
+ The Infinite Game - Simon Sinek
+ What I learned from losing $1M dollars
+ The Who Method for Hiring
+ Digital Minimalism
+ The Million Dollar LinkedIn Message
+ Turn the Ship Around
+ SaaS Sales as a Science
+ The Dream Manager
+ The Checklist Manifesto
+ High Growth Handbook
CRO / CMO 🚀
4. 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.
The quote, “change is the only constant in life”, is attributed to the Greek philosopher Heraclitus. The philosopher didn’t have B2B marketers in mind while musing about life but the wiser among us know that change is the only constant in our field.
At the end of 2018, I made seven predictions on how B2B marketing will change in 2019, and I think my third proposition — a focus on slower and more sustained growth — did not really materialise for most marketers and revenue leaders.
Most are still struggling with short term tactical executions in different component parts rather than one aligned plan which builds deeper value to a customer base. There are the ones who I think are getting it right, though.
I'd argue that 2020's B2B marketing practices will need a careful reflection on 2019 - one where you find the balance of short term revenue goals with long term brand leverage. Next year, will be more about building on long-term goals that sustain growth, rather than short-term tactics that deliver mere blips.
B2B marketers will adapt, but I think a head start helps so here are my seven predictions for 2020.
My 7 predictions are:
1. A renewed focus on brand
2. The need for original and inspiring content
3. GDPR will be a force for good
4. Gated content won’t convert well
5. Linear attribution for ROI won’t work
6. Vanity metrics will expire
7. MarTech will consolidate
💥 SalesScreen - My NO#1 pick for impact on driving SDR behaviours.
Pitch: SalesScreen empowers your teams to perform at their best by making the process of selling into a collective effort. We implemented SalesScreen mid-2019 and it has helped us drive positive behaviours across the sales development team. A highly recommended tool and pick for 2019!