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Sarah Scudder

Recent Posts

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

The Art of Making Conference Connections and Landing the Deal

Posted by Sarah Scudder on Oct 4, 2016 12:30:00 PM

I have been told that I have a Type A personality; so I looked it up on Wikipedia:

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Topics: Prospects, Networking, Conferences, Deal-making

You Can't Always Be a Hero

Posted by Sarah Scudder on Jul 28, 2016 1:00:00 PM
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Topics: Strategic Partnership, Communucation

The Craziest Sales Stunt I've Pulled (Yet)

Posted by Sarah Scudder on May 31, 2016 12:00:00 PM

I'm currently reading Stu Heinecke's book "How to Get a Meeting with Anyone." Stu is the guest on a sales training program I listen to occasionally. He is a cartoon artist who draws personalized cartoons to secure meetings with business owners and CEOs. It works. Big time. His secure-a-meeting ratio is through the sales ceiling. And his closing ratio is pretty darn impressive, too.

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Topics: Sales, value proposition, RFP

Write Like You Speak and Sell Like Hell

Posted by Sarah Scudder on May 3, 2016 12:12:00 PM

I used to suck at writing. I was expected to be a good writer, given my dad's profession. My dad is an English teacher and writer. (Yes, free editing is a perk. How do you think my writing sounds so darn good?) One would assume that my skills would be at least semi-proficient because I had always been around creative people and writers. Really good writers.

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Topics: Sales, Marketing, Writing

Marketing to Millennials: An Insider's Perspective

Posted by Sarah Scudder on Mar 29, 2016 2:43:30 PM

Millennials (those of us born between the early 1980s and the early 2000s) have witnessed and been part of the transition from paper to computer and beyond. Instead of opening a book, we search on our phones or iPads for information. Instead of using paper and pencil, we access myriad network options. The "Hey, here's what I had for breakfast" picture might make its way to hundreds of people within an hour. Several friends may go to the restaurant that served the delicious food. The restaurant gets new customers just like that. But is selling to millennials really that easy?

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Topics: Marketing, Millennials, Big Data

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