Maestro Group
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The Weekly Buzz

insights + trends

Our blog is an editorial site and collective of our experts dedicated to providing original research and cutting edge advice and insights. Read on to discover a range of topics that matter most to early and expansion stage businesses. Explore in-depth articles on sales, marketing, customer success, content development, training, and much more. 

Posts in weekly buzz
The Weekly Buzz – July 10, 2019 – Good Sports

Last week we took a break from the Buzz so everyone could enjoy a happy fourth of July. This week, we’d like to wish a “Happy Fourth” to the US women’s national soccer team. They powered to their fourth World Cup victory over the weekend! What a nice way to celebrate our nation’s birthday. With the USWNT in mind, this week’s Buzz is about sports.

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The Weekly Buzz – Stock Characters

What is a persona? If you answered “an essential tool for understanding your customers,” you would be right—but that’s not the whole story. We get the word “persona” from the ancient Romans. It was their term for a mask worn by a stock character in plays. In a large theater, familiar masks made it easy to see what kind of a person each actor was playing, like “grumpy old man” or “soldier.”

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The Weekly Buzz – Values, Part One

What is the most misunderstood word in the workplace? I would argue that it is “value.” Two “ values” are important in sales: the value your product or service can bring to a customer; and the ethical values that underpin how you do business. Both of these are just as important as they are hard to understand. This week, we’ll try to get clarity on ethical values, and next week turn to selling on value.

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The Weekly Buzz – Trust Fund

Last week the Buzz talked about uncertainty. The opposite of uncertainty is confidence or trust. Trust is about feeling certain that something will happen, and it takes a lot of the worry and failure out of business relationships. There are endless ways to build trust, but here are a few that popped up this week!

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The Weekly Buzz – Time Crunch

Happy Easter! And Passover! But if you’re Greek Orthodox, well, you’ll have to wait until next week to celebrate. How to schedule the major religious holidays was one of the biggest conflicts in the early middle ages. Time and date are frankly confusing conventions, even today. From time zones to Daylight Savings to trying to get a meeting on a prospect’s calendar, keeping track of time is still a challenge.

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The Weekly Buzz – Introducing OPOSSUM

Usually, this column collects insights from sales, marketing, and management news around the Web. This week, though, we have news of our own! Following up the great success of the Phoenix Sales Method and DRIVE sales acceleration system, we would like to introduce our sophomore sales method. The OPOSSUM method was developed by former Brown University researcher Keeley Schell, Ph.D., after observing our most skilled salespeople in action for two years.

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The Weekly Buzz – Mergers and Acquisitions

Three recent Maestro clients have been acquired this year—ItemMaster, GoCanvas, and Contactually—so we’ve been following a lot of news on the topic. While we’re justly proud of the ways we were able to help these companies position themselves and solidify their revenue streams, we are also wishing them good luck with the sometimes challenging process of merging two corporate cultures.

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The Weekly Buzz – The Case Is Afoot

Case studies are one of the most memorable types of business writing you’ll encounter, but they’re also one of the hardest to pin down. They can be long or short, glossy and marketing-focused or dense and technical. (Oh, and the case studies you’ll see in business school are totally different from the ones you’ll see in marketing collateral.) Whichever type of marketing case study you’re trying to create, though, there are a few qualities that can really make it stand out.

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The Weekly Buzz – On the Fly

Are you ready for a physics lesson? How about a sales-is-physics lesson? At Maestro Group, we often riff on Newton’s First Law by saying that “A deal in motion stays in motion, a deal at rest dies.” Sometimes, you can also learn from Newton’s Third Law: “For every action there is an equal and opposite reaction.” Now, I’m not adamant about “equal” and “opposite,” but it is very important to be ready to respond to any client or prospect action. This week we were thinking about how flexible, responsive behaviors can be transformative in every area of business.

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