There are hundreds of selling systems and sales approaches. “Unique proprietary methods” are touted by every sales consulting or development firm and every sales guru. But there is one common denominator that never varies: salespeople must be likeable. Likeability is the very foundation of trust, and before prospects will provide you access to their thoughts, business, people or money, they need to be able to trust you.
Denial is not a river in Egypt and it doesn't build great sales teams. Several years ago, I met with a very nice CEO that proudly shared the history of her company and their nurturing culture. But the more we talked, the more I realized she didn't have a nurturing culture, the company had a care taking culture. The sales culture was a cross between an adult nursery and a retirement home. Reps were whining about everything (nursery) and many had settled into complacency (retirement home).
The power of ride-alongs with salespeople has been long understood by sales managers. It helps build relationships with reps, and firsthand observation of a sales call provides immediate demonstration of what worked and what didn’t in the prospect meeting. “Riding along” doesn’t just happen in cars, despite the name. Reps can also be accompanied on the selling floor, and calls can be listened in on so that feedback can occur practically in real time.
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 Musk AND Zuckerberg or Musk + Zuckerberg.
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, results will contain either cake or cookie by searching cake OR cookie or cake,cookie
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".