Tag: growth

More rounded

FabrizioLeave a comment

We think of most things as linear experiences.

That’s certainly true in business. The funnel is linear. The go-to-market process is linear. The sales pipeline is linear. The launch of a new product or service is linear. The very same metaphors we use to describe those things (funnel, pipeline, launch) are linear.

And yet, success requires that you circle back and iterate with the new information you have acquired. That you adjust the trajectory continuously with the help of what you are learning as you go.

It turns out that to be succesful in what matters we need to apply more rounded thinking.

Used to boredom

FabrizioLeave a comment

The positive consequence of getting used to boredom is that you allow time for things to happen.

You do not check every other day if something is happening, you do not ask for a new report, a new deadline, a new update, you do not seek daily rewards, you do not rush to change the inputs hoping for a faster outcome.

You have a plan and you stick to it.

You’ll let me know if the plan changes.

Lazy sales

FabrizioLeave a comment

The laziest sales approach must certainly be the following.

I have just came across your company on LinkedIn. Not sure you are the right person to talk to, in case could you connect me to one of your colleagues?

You don’t know my company.

You don’t know me.

You are asking me to do work for you.

I hope you’ll never be asked to resort to this.

Aggregate

FabrizioLeave a comment

Who owns customer research? is a misleading question.

A better one is: Who can aggregate customer research and plan actions?

Research does not end with someone sitting down with a customer and asking a bunch of questions. Research is about putting the pieces together, identifying patterns, anticipating trends, sharing the knowledge and the insights, and eventually enabling everyone interested to access all this at their own convenience.

If you do not have someone responsible to aggregate customer research, you are not doing customer research at all.

Every day

FabrizioLeave a comment

Motivation, inspiration, and creativity are resistance in disguise.

If you wait to be motivated to start going, you won’t get far.

If you wait for inspiration to struck before doing meaningful work, you’ll soon be out of a job.

If creativity is what you seek when sitting down to write, the page will stay empty most of the time.

There is nothing sudden in people’s achievements, no overnight success will surprise you.

Go do what you are supposed to. Every day.