We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
1. Back to Basics: Why It’s Time to Kill the Generic Sales Presentation — HubSpot
As a salesperson, it's your job to serve as a translator between the generic messaging found on your company’s website and the unique needs of your buyer. Modern salespeople tailor presentations to their buyers' context, leveraging the information they've already gathered in the exploratory phase to explain why they are uniquely positioned to help. This article explains how.
2. Are Your Superstar Sellers Disguising Bad Management? — Entrepreneur
To truly understand manager performance, you need to look behind the revenue curtain at individual rep performance. This article examines an interesting study and makes the case that good managers are committed to improving the performance of each of their team members.
3. From Newbies to Seasoned Marketers: How to Measure Your Content Marketing — Content Marketing Institute
If your business has a long sales cycle, it's not always easy to know how to measure your content marketing results. This post will help you determine what to measure and how to measure it.
4. Content Gating: When, Whether, and How to Put Your Content Behind an Email/Form Capture — Moz
To gate or not to gate, that is the question. There are benefits and drawbacks to keeping content behind lead generation forms. This video will help to analyze what content to gate and what content to make open-access.
5. Is Your Company Suffering from False Differentiation? — SBI
Many UVPs are not actually unique at all. And if the marketplace can't tell the difference between your UVP and your competitor's, it's not doing you any good. This article explains how to craft a competitive advantage that will set you apart.