Patience Is A Virtue

The work you produce today could matter tomorrow.

As you implement strategies and produce content, it’s important to remember that you may not receive recognition overnight.

Be patient.

Even the greatest content takes time to appreciate and it’s often a matter of right place, right time for the quality to shine through.

Take Nick Drake as an example.

Upon releasing his album Pink Moon in 1972, it was a commercial flop, only selling 5,000 copies.

In 1999, Volkswagen used the title track from Pink Moon in one of their commercials and suddenly, a spotlight was placed on his work which led to a major boost in record sales.

As the years passed, Nick’s work has received critical acclaim, deservedly so, while over 2 million Spotify listeners stream his music on a monthly basis.

Sadly, we lost Nick in late 1974 due to a suspected suicide and he never had an opportunity to see his brilliant art resonate with millions of others.

Be patient.

I still tell myself this on a daily basis.

The cover of Nick Drake’s 1972 album “Pink Moon.”

Boosting Gmail Productivity

Looking for suggestions to boost Gmail productivity or your overall inbox experience? Here’s just a few of many I utilize.👇

1. Canned responses

If you find yourself using the same responses or templates, simply add some canned responses.

– Click the gear icon.
– Choose See all settings.
– Click Advanced.
– In the Templates section, select Enable.
– Click Save Changes.

Just add your first response, just compose a new email, click More Options, Canned responses, and then New canned response.

2. Enable keyboard shortcuts

– Click the gear icon
– Choose See all settings.
– Click Advanced.
– Select Custom keyboard shortcut, select Enable
– Click Save Changes

You will then open up the Keyboard Shortcuts tab in Settings and configure.

3. Schedule email sending

Yes, Gmail now has this feature built-in. (Although the Boomerang Extension is much better)

– Select the dropdown arrow beside the blue Send button
– Choose when you want to schedule sending the email

I tend to schedule at a time such as 8:03 am as opposed to 8:00 am so it looks more genuine.

4. Customizing your inbox

– Click the gear icon
– Under Quick Settings, you can control the density of the presentation, inbox type (Important first, unread first, priority first etc), reading pane and email threading.


Quick LinkedIn Tips

1. Removing “People Also Viewed”

If you’re not pleased with the “People Also Viewed” since it features competitor profiles in the right-hand column of your profile, you can remove it.

Click on “Settings & Privacy” from the drop-down menu that will appear after you click on the “Me” tab.

Next, go to Account Preferences and click on the “Viewers of this profile also viewed” option.

Turn off the toggle switch from “Yes” to “No”.

2. Create a Profile Badge

Do you own a blog, website or personal portfolio? Create a Profile Badge for the purpose of inserting it there.

Go to “Edit my profile”

Select the “Create a badge” option and choose the format of your preference, copy the code and add it.

3. Make Your Profile Mobile Friendly

Nearly half of LinkedIn users are using the mobile app, so it’s important to ensure your Headline and About section features important keywords and pertinent details about yourself in a concise manner. Consider the length of a tweet.

4. Pay It Forward

The best way to receive recommendations is to give them, so take the time to write them for others. These act as a validation of your skillset and personality, which can be very attractive to employers.


Best Practices of an Effective Trial

A proper training session courtesy of a Sales Rep or Product Specialist should be mandatory prior to the client/prospect receiving access. You can also customize their demo environment ahead of time. (I’ll go over this in detail in a video soon)

Set trial expectations before the trial begins. This enables you to compare beginning-of-trial expectations with end-of-trial results to illustrate success. You can map expectations with trial milestones.

Frequent checkpoints will ensure anyone going through the trial process is properly supported with any questions answered.

Ideally, your checkpoints could follow this structure if it were 7 days in length:

Day 1-2: Call or email to ensure they were able to successfully login

Day 3-4: Set up a mid-way point call see if they have any questions or require additional support (This ensures we correct any user error)

“What are the top one or two things you liked about this feature? Why?” Or “What are the one or two things you didn’t like about this feature?”

Discuss how your solution resolves the prospect’s challenges and meets the trial expectations at every opportunity during every meeting.

Day 7: A post-trial call to gather their feedback along with their next steps


Why Trials Often Fail

In my personal experience overseeing training at a software company while also researching practices from other SaaS orientated companies, most trials tend to fail to convert new customers due to lack of controlling the process.

– Reps or product experts don’t engage effectively with buyers in roughly 40% of SaaS-based trials. This gives them little opportunity to overcome objections and to make sure the trial is on track.

– A failure to manage prospect expectations primarily because their success criteria are not properly defined before the trial begins. I cannot stress the importance of establishing expectations from the very beginning.

– A large number of trials fail to even get started. Nearly half of the organizations view trial adoption as a critical issue.

– Reps or product experts don’t take the time to customize the trial experience. I’ll expand on this throughout the week.

A major component is to manage the trial process from beginning to end. While this sounds time-consuming, it will inevitably increase your conversation rate.

This week, I will lay out a simple framework (with context) that allowed me to increase the conversion rate by 50% when I absorbed the trial process as the Product Specialist Lead.


Onboarding 101

Onboarding new employees should involve much more than simply reading slides from a PowerPoint presentation and sending them on their way. It’s about setting them up for success while generating excitement about their new journey.

✅ Take the time to genuinely get to know your new employee while making them feel welcome

✅ Introduce other members of their department along with anyone else whom they will be interacting with

✅ Set up lunch, dinner or drinks with colleagues as an opportunity to bond outside of work (Yes, this works virtually too)

✅ Focus on best practices, good to knows, barriers they may encounter along with important information pertaining to their role (The more practical, the better)

✅ Provide them with internal resources for continued learning after onboarding has officially concluded

If you don’t know where to begin, ask yourself this simple question: “If you were in their shoes, what would you expect and hope for?”


Knowledge Transfer

Given the current landscape of the world, this is an excellent time to engage in knowledge transfer with colleagues, friends and like-minded professionals. 

I made a post about this, days ago, on how I love absorbing new knowledge and skills and then ensuring I share it with others in a digestible manner that can benefit them. 

Just as marketers are taught to A/B test nearly everything they do, you should apply the same mindset in your professional lives as it’s not simply relegated to the world of business. 

It applies to everyone. 

Whether it’s a new way to respond to a client, how to effectively pitch a decision-maker, problem-solving, objection handling, you name it, it’s great to hear what works for others and to add it to your repertoire.

Every week, I provide new strategies to colleagues and the feedback is incredibly important since the best decisions are made with facts, absolutes and statistics behind them. So whether a specific message is working or not, you want to know about it and importantly, share it with others. 

Remember, hoarding knowledge only benefits you, so let’s continue to exchange valuable tips and strategics so we can all get ahead together. 

I’m a private message away if you ever want to start that conversation.