Tag: sales

Systems

FabrizioLeave a comment

An extraordinary performer will add little to a toxic environment – an environment that puts results above people, that promotes performance at all costs, that prioritizes external over internal input, that assumes lower ranked people are less important than those higher up.

So before you get to hiring (and firing, and hiring again, and firing again), make sure your internal system is working as you intend it to work. Make sure you have rewards that promote the behaviour you wish to promote. Make sure you have rules in place, or even better norms, that will guide people to speak up, to share ideas, to flag issues, and give them the freedom to follow up.

Shaping systems is a long-term effort that requires high levels of awareness, and not many organisations want to committ to that.

It’s a mistake.

Someone else

FabrizioLeave a comment

There is always someone else.

No matter how skilled you are, no matter how wonderful your product is, no matter how supposedly unique your culture is. There is someone else out there offering the exact same thing, covering the exact same spot, addressing the exact same problem.

And you have two things to do to mitigate this problem.

First, understand who someone else is – and by the way, this is a decision of those you are serving.

Second, be as specific as possible in figuring out and expressing what you are.

The alternative is most of B2B marketing nowadays: companies with fantastic products and services playing in broad and fuzzy markets to increase their customers’ productivity. All the same type of better, faster, cheaper.

Pass.

The different shapes of success

Fabrizio1 Comment

Success comes in different shapes.

Sometimes it is up and to the right. This kind is easy to recognize. It is success that comes from accumulation. More of this, more of that. We just need to be mindful that what we are accumulating is what is best for ourselves, for our dear ones, for our group.

Sometimes it is down and to to the right. This kind is not as intuitive as the first one. It is success that comes from reduction. Less of this, less of that. What makes this particularly challenging is that cutting what is not best (for ourselves, for our dear ones, for our group) gets more difficult over a long period of time.

Sometimes it is right in the middle. Most people feel uncomfortable with this kind. It is success that comes from consistency. One of this today, one of this tomorrow, one of this the day after tomorrow. It turns out, in the long run it is still accumulation (or reduction). Just not as evident, arguably more impactful.

We need to be able to appreciate and celebrate the different shapes of success.

If we don’t, we are stuck in a narrative that is not our own.

In or out

FabrizioLeave a comment

You are free to set some rules, to decide where the boundaries are, and what game you are playing. Actually, it is your responsibility. You should do that.

And once that is done, the next step is for you to figure out who is in and who is out, and for others to figure whether they are in or out.

You can’t be everything to everybody.

Take ownership of the process.

Additive bias

FabrizioLeave a comment

The reason why your value prop is full of “and”, your product is full of features, and your strategy is full of verticals and use cases (and exceptions to both), is that we are biased towards additive solutions.

We think that adding is better than subtracting when we look for solutions.

Of course, it is not.

But convincing others will always need a lot of work.