You know, there are two types of people in the world.
Those who tolerate complexity, in pursuit of simplicity. And those who revel in complexity, having long forgotten what it is that they’re actually pursuing.
I write this a little exhausted, after spending countless hours debating technology, terminology, definitions and process with a parade of potential and existing clients.
It’s not that I don’t enjoy those conversations. I do! The reason these debates have become tiring is that I’ve started to suspect that many on the other side of the table are enjoying the exchanges more than they should be, given their current circumstances.
Take phone technique for example. Fascinating subject. But, if your business has no growth targets and no formal plan to drive growth of any kind; if your salespeople are essentially highly-paid, mobile customer service reps and your marketing folks have been turned into mindless zombies by the Hubspot hype machine; then debating the merits of injecting a synthetic laugh into the opening line of a salesperson’s telephone call is probably not the best use of your time.
It’s a champagne problem, to quote the Texan rocker!
The growth formula
If you like the idea of sharpening your focus on the simple, I have a growth formula for you. Actually formula is overselling it. A growth idea, maybe?
Estimate the total number of sales conversations that are performed in your marketplace each week and then do whatever it takes to ensure that your salespeople participate in more than your fair share of them.
That’s it. Simple, but powerful, nonetheless.
Let me walk you through its application. Continue reading “A simple growth formula (for folks who’re tired of needless complexity)” »