Futureproofd

Kiley Peters (Rossi), MBA, CPCC, ACC, CEPA worked her magic last week! We are lucky to be working with her. The future looks bright!!

Loved reconnecting with a former classmate (DePauw), co-worker (Starcom), and dear friend about what she's building We Are Rosie. Ashley Flood (Hedges) has spent time at Starcom, Google, X (Twitter), and is creating a unique culture at one of the largest independent marketing services agencies. Ashley Flood (Hedges) shares what she looks for in a seller's mindset, how sales have changed over the years, and why CRO doesn't really just mean revenue - it means growth and being customer-obsessed.

With the continued growth of retail media and commerce media - as we see in the slide below - many of our clients are looking for training as well as recommendations where / how they can be part of these shifting media dollars. Thank you Emily Yale Kramer for bringing this relevant content and knowledge to our client!

We are always HAPPY working with BIG HAPPY but this note from Rachel Jelderks puts a BIG SMILE on our faces!!

We love to support other small businesses and when we can tie that into STT, we are all in! When you sell for another company, you are selling their product and/or service. However, when you have your own business, you are essentially selling yourself and your skills. We asked our friend Carly Miller - who has years building partnerships in the advertising industry but recently started her own business - if she thought there was a difference. Listen in to hear her answer but two things she shared that have come out a lot in these videos... <Be authentically YOU> <Don't try to sell anything> To learn more on what she means especially on that last one, 🎧 listen up!

With Q4 a week away, most sellers are focused on well...sales! BUT there is also a lot going on in the advertising industry right now. Unfortunately most sellers we talk to, don't dedicate a lot of time to staying up on trends because of everything else they are focused on. In order to help keep teams up to date, we are doing a flash sale for our industry update training. We can either do a virtual session or you can receive our pre-recorded video. Want proof that this is a kick a$$ session...see feedback from a similar session on Friday with a longstanding client of ours. Comment below or DM us if you are interested in helping your team get up to speed.

STT this week is just...ME! For this week, we decided to share some feedback that we provided to a client during a coaching session. One of the biggest questions we get is, "how do I stand apart?". Our response, look or listen for the little things. Buyers are often providing insight into something that could HELP them but as sellers, we are so focused on the sale that it is easy to miss. Watch this video for an example of how I put my old agency hat on and provided small but impactful ways to stand out. AND IF YOU WOULD LIKE TO BE ON A STT WITH ME, PLEASE SEND ME A DM!

In a few of our trainings, we role play a couple examples of sales dos and don'ts using Nordstrom. Oftentimes, people look at us wondering why we are focused on Nordstrom but we do so because it is really easy to give a real life example. Do you want to walk into Nordstrom and the sales associate vomits all of the details of how Nordstrom came into existence, their sales, number of employees or locations? Or do you want a sales associate the notices something about you, tries to learn more about your needs and then makes a recommendation? Most of us will say the latter. We had two clients yesterday provide feedback on how this was an aha for them and how this has reframed how they start conversations and first meetings!!

What is the customer saying or not saying? So often we focus on what they are saying and not as much on what they aren't saying but if we do research ahead of time and ask the right questions, we will likely be able to open up even more. Listening and asking questions is a big focus for our latest STT guest Heather Macaulay. She realized that shifting from selling products to services is a little different and asking the right questions helps her uncover the actual need. Want to learn more on Heather's approach? Well take a 👀 at this weeks STT video.

Understanding why customers are buying from you AND why they aren't! Loved this comment from our guest Jason Nelson in this weeks STT. Given Jason's experience in CPG, he really breaks down why he loves the customer journey and how he thinks about this in his approach to sales. The customer journey has gotten more complicated with more ways to reach them + an oversaturation messages. So how as a salesperson, can you better help your brand partners reach the right buyer. Listen in for more information! Please like, comment or share so more people can see this message. P.S. Sorry for the video quality!! Carrie Kramer is in desperate need for a new computer 😂 🤣 #STT