The wisdom of age or just not shy with my personal perspective on selling. You decide. I am a dedicated sales leader with a passion for driving positive change in the B2B sales world, whether that is at the individual level or building/ rebuilding processes. Yes, I believe fully in AI and how it can benefit us but only if you fix the underlying processes before you add technology. If you don't agree with anything I have said or written, tell me. We start learning when we find out we are wrong.
There was a time when the term “Ideal Customer Profile” didn’t exist.
That doesn’t mean that salespeople didn’t know who to sell to or what a good prospect looked like, because we did. What we relied on mostly was the “Ideal Opportunity Profile”, even though that term didn’t exist either.
What’s the difference and how might you reconsider your Go To Market ( GTM ) strategy?
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I love walking into the old manufacturing mills that are scattered around New England. Many of them have been reclaimed and are used today for multi-use businesses, restaurants, schools and housing. Times have changed. Their uses have changed. They still have huge economic and human value. They have evolved.
For those of you who are new to my writing- and to me- let me introduce myself. I am career B2B seller. I was an Individual Contributor for 15 years and have held various sales leadership roles for 20 more ( and counting ) with much of my career in technology. I have had great years and I have had awful years. I have been to Presidents’ Clubs and I have stayed home. I have been promoted, fired and laid off. In each case and with every year, I learn something new. When I learn, I like to share and to help. Fundamentally, isn’t that what we as sales people are supposed to do? To help others?
Sales has afforded me a life and a career that I could never have dreamed of as a kid barely graduating from high school and even more narrowly graduating from college. It turns out that I learn by doing and by living rather than in a classroom.
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