Hello, I’m Andrew, and welcome to my weekly newsletter. Each week I humbly tackle trends about sales, marketing, startups, and anything else that helps you and your team need to drive more revenue.

If you’re not following me on LinkedIn, here are a few things you missed:

1. 7 products you'll thank me for later

2. 1 week ago I deleted every social media app on my phone

3.  Bill McDermott bought and operated a deli at 17

Consider subscribing if you haven’t already 👇

🌊 HIGH TIDE

WHAT CONTENT SHOULD WE BE POSTING?

That's a question I've been asking myself every day.

I try and post at least 1x per day on LinkedIn to stay consistent. And, to get better at writing.

The first question I ask is:

"Welp. What should I write about today?"

And 9 times / 10 I never have a gush of inspiration.

So here are 2 things that I do:

1. Take 30 minutes every Friday to write down ideas on what to post the following week. I have a spreadsheet with 5 columns:

- Sales

- Building Side Hustles

- Being an early employee at Unicorn

- Readings

- Productivity

For each column, I write down ideas associated with the main topic. These 5 items are what I'm passionate about and can talk your ear off.

2. I try to find content that is unique to me. I interviewed Udi @ Gong on the Sales Engagement Podcast. Part of his content strategy entailed posting stuff that other companies couldn't post.

For example, insights from sales conversations.

Few companies can bust out that type of content on the fly because they don't have the data to support it.

Hope this helps you on your LinkedIn journey.

🌊 MID-TIDE

MUTUAL ACTION PLANS BACK FROM THE DEAD

I was giving training to a few new reps at Outreach.

I myself realized that MAPs are more than a checklist.

You can use them as a litmus test with prospects. You can use them to help answer the question:

"IS THIS DEAL REAL?!"

So, I'm going to include a module on Mutual Action Plans in the course that Annie and I are putting together.

It will cover:

1. How and When to Use a Mutual Action Plan

2. How to leverage the "Go Live Date" on a mutual action plan

3. Common mistakes reps make when using a mutual action plan

Anything else you'd like to see?

🌊 LOW TIDE

THE RISE OF MICRO-COMMUNITIES

Back in 2015, I started 2 online communities via Slack.

#techseattle

&

#music

Both grew to over 5k members and at the time I had NO CLUE the value of building a micro-community around a niche topic. And, I thought I was late to the game in building an online community via Slack.

Wow, I was wrong.

Today we now have communities for AEs, SDRs, Productivity gurus, and the list goes on and on.

Now, how do we leverage these communities?

Over the years I've seen a few people rise to the top in these communities. By, (1) providing value and (2) taking the time to engage with other members in the community.

Want to own a micro-community? Here’s the formula.

1. Ask the organizer if you can help with something. If they say yes, do it and move to step two. If they say no, move to step two.

2. Ask them for a favor. Say, “I know there’s always one person in a community who seems to know everyone, who’s kind of a hub. Who is that here?”

3. Message that person. Introduce yourself. Learn about them.

4. Go up to anyone who is posting on different channels and not getting any likes/love. Talk to them and find out why they joined the community. Tell them you know someone who can help.

5. Introduce the wallflower to the hub, complimenting them both in the process.

6. Repeat 4 and 5 until you’ve met a ton of people and owned the community.

📈TRENDING OUTBOUND METHODS

1. Workflow “Teardowns”. Offer a consulting session on what is being done today vs. how it can be better.

2. Building a product around your community. Ding Zheng made a SoundCloud song around prospecting that is killer. LISTEN TO IT HERE.

Support

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With much love and abrazos from Mexico,

- Andrew

PS - We just launched Limelite. I’m super proud of the onboarding experience.