One of your sales team excitedly meets with what seems to be a perfect prospect–someone who is interested, open, and qualified. She is frustrated with her existing vendor’s delivery of products and services, and voices it. The sales rep becomes more enthusiastic as he hears more about the prospect’s pain points. He envisions real possibility in helping her. He shares with her several success stories about how his firm has greatly assisted other clients.
There is a new buzzword in sales and business: “Empathy.” It is actually an emotional-intelligence skill, quite essential when it comes to influencing people. It’s virtually impossible to communicate effectively if the one doing the communicating doesn’t care or has no idea of what the other human being is thinking or feeling–which defines empathy. Sales experts always highlight the importance of being able to step into the prospect’s shoes, and view the world from that perspective.
I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers, moving into financial planning. This career move wasn’t easy, but Jimmy is an equally big success in this industry. When I asked Jimmy the key to his success, he smiled his big Irish smile and said, “You have to do your first year sometime. And I decided to do mine in the first year.”Sage advice, but not all sales professionals heed it.
Muck Rack makes it simple to find people, tweets, or articles that mention any name, keyword, company, hashtag etc. We've compiled this guide to help you make the most of your search.
Selecting a term
Start searching tweets, articles from media outlets, articles mentioned in tweets, journalists'
names, titles and bios with some suggested searches:
Companies or Topics (e.g. iPhone, Microsoft)
Phrases (e.g. "cloud computing") — use quotes to keep the terms together
Twitter handles (e.g. @username) — returns those who have mentioned or replied to
Names (e.g. "David Pogue")
Hashtags (e.g. #sxsw, #london2012)
Bio details (e.g. vegan, Olympics, father)
Muck Rack's Advanced Search allows for many boolean operators.
Find results that mention multiple specified terms, use AND or
+. For example, ensure each result contains both Elon Musk and Mark Zuckerberg by
searching Obama AND Romney or Obama + Romney.
Use the operators OR or , to broaden your search when you'd like either of
multiple terms to appear in results. (This is the default behavior of our search when no operators
are used.) For example, search for democrat OR republican to find results that refer to
Democrats and/or Republicans.
Use NOT or - to subtract results from your search. For
example, searching Disney will yield results about the Walt Disney Company as well as Walt Disney
World Resort. To exclude mentions of Disney World, search for Disney -World or Disney
When using one of these operators with a phrase, enclose it in quotation marks. For example, you can
find results about smartphones excluding Apple's iPhone 4S by searching smartphone -"iPhone
Exact case matching or punctuation
If you're searching for a brand name or keyword that relies on specific punctuation marks or capitalization, you can
find results that match your exact query by adding matchcase: before the keyword you're searching for, like matchcase:E*TRADE .
Use parentheses to separate multiple
boolean phrases. For example, to find journalists talking about having fun in Disney World or
Disneyland, search for ("disney world" OR disneyland) AND fun.
An asterisk can be used to search for any variation of a root word truncated by the asterisk. For example, searching for admin* will return results for administrator, administration, administer, administered, etc.
A near operator is an AND operator where you can control the distance between the words. You can vary the distance the near operation uses by adding a forward slash and number (between 0-99) such as strawberries NEAR/10 "whipped cream", which means the strawberries must exist within 10 words of "whipped cream".