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Sarah Scudder

Recent Posts

My ‘Fantastic Four’ Go-To Sources

Posted by Sarah Scudder on Mar 21, 2018 12:51:32 PM

I'm no superhero, but I read. A lot. I block out an hour every day (including weekends) to read about trends, business, marketing and what’s happening in different segments of business. By learning about what’s going on in different industries, I gain insights and ideas that I can implement at my own company. I also learn what I should avoid. It’s a scary world out there; monsters are lurking.  

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Topics: Leadership

Package Power

Posted by Sarah Scudder on Mar 7, 2018 2:39:44 PM

I'm not your stereotypical millennial; I’m often described as an old soul. I go to bed early and get up early. I completely skipped over the 20-something bar scene. My “go big” drink is sparkling water with a lime. Nevertheless, I do fi t the millennial mold when it comes to digital. I cannot remember the last time I’ve writt en something down (other than sending handwritt en thank-you cards — I’m big on those). I take notes on my phone or computer, and sign documents online. I live by my Outlook calendar. I have an app (MobileDay) that automatically dials into my conference calls.  

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Topics: Sales

Can’t Stop. Won’t Stop. Who’s Next?

Posted by Sarah Scudder on Feb 7, 2018 1:55:36 PM

How do you keep yourself motivated?

We can get so bogged down with emails, texts, social media and servicing our existing clients that it’s easy to forget to focus on the next sales opportunity. When everything is going well with your existing clients, or after you launch a big new client, do you sit back and forget about what’s next? Ending your day short, starting later or taking major breaks throughout the day can quickly become habit. It can take a crisis — a large client leaving or some major change — to kick one back into the sales hunting mode.

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Topics: Sales

Changing the Customer Pursuit Paradigm

Posted by Sarah Scudder on Jan 31, 2018 11:37:05 AM

I recently accepted the president position at Procureit5. I am very excited about joining the team because Procureit5 is a technology-focused print management company that promotes innovation. We have a wonderful team of designers, copywriters, video producers and IT folks on staff.

But Procureit5 doesn’t have an automated sales process. That’s about to change.

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Topics: Sales

On Dealing with Vicious Sales Cycles

Posted by Sarah Scudder on Dec 12, 2017 9:34:44 AM

I have lots of friends in sales. They sell everything from merchandise (cars) to services (staffing events) to ideas (data analytics). Communicating with my friends in different industries gives me incredible insight: I am able find commonalities in these various business settings that weave a strand of competence and success across all industries, including mine.  

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Topics: Sales

On the Importance of the Value Proposition

Posted by Sarah Scudder on Oct 26, 2017 1:17:11 PM

This summer, I attended a two-day executive sales training in Atlanta. The training’s purpose was to teach us how to hunt and close transformational deals – deals that many only dream of. Imagine your career skyrocketing to new heights. Visions of Elton John’s “Rocket Man” dance in your head. These are deals that transform one’s career and forever change the course of a company.

What did I learn at said conference? How to better write a killer value proposition that wins business and changes our company.

What did I already know about value propositions?

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Topics: value proposition

The Advantage of Being Unique

Posted by Sarah Scudder on Nov 29, 2016 1:18:00 PM

I’ve never been much of a follower. As a kid, I was called “unique,” which was a euphemism
for “weird.” My sisters excelled at soccer, basketball, lacrosse and track. My father wanted his daughters to compete — learning life’s tough lessons on the field or court — but I became a cheerleader instead. I think I caused my father’s early-onset baldness. I liked forging my own path. Following the rules and doing what everyone else did was not for me.

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Topics: Sales, Vertical Market, Niche

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