This afternoon in San Francisco a man named John Durham died after many years of serious health problems. Those are the facts, but not the story. To those of us who knew and loved him so much, he was THE DURHAM: a life force, a gentle soul, a fantastic dresser and a terrible speller. In short, he was THE DURHAM. To his friends, no explanation is necessary. To those who were never touched by him, no explanation is possible.
We believe that media and technology sales are the economic drivers of the digital innovation we all enjoy. We also know that sales can be a challenging and solitary job. In everything we do, we aim to make every seller who engages with us feel more confident and connected.
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Weekly perspective and actionable insights for digital sellers posted weekly.
I wrote this post about the value of attention a few years ago, pre-pandemic and pre-Zoom. Lightly-edited, it seems even more relevant now. Making others feel fully-attended earns us their attention in return. Read on.
Last week I used this space to share several of the leading themes from Write this Down: Memes and Metaphors for a Better Life in Sales, a book that I've begun working on. This week, a few more, including some challenging advice for both managers, individual contributors and their fellow humans from many walks of life.
I plan to incorporate immediately into decks that I am working on for screen sharing calls with brands.
Want to sincerely thank you for today's screen-to-screen selling session. In the current environment these (screen-to-screen sales calls) are difficult… it was great to get your perspective.
Great tips for how to convey emotion, empathy and connection while using screen to screen.
Thank you! I took copious notes watching how you drew the questions out of the sellers and had them help one another. That experience will be invaluable as we guide them through the process over the coming weeks and months, and help them learn from each other. I am forever grateful for all I've learned from you over the years!
It was great to engage with other teammates across the country and dive into a new selling style and skill set together! These exercises are keeping us close and moral high!