Welcome to the short week, the official start of summer in the US and as our minds start to drift to the beach or BBQ’s by the pool, we need remember our quotas don’t take vacation. We still have sales targets to hit and we are coming up on the last month of the quarter for most of us.
Here is a collection of some interesting and thought provoking sales articles from the interwebs this past week:
Twitters Cofounder on Creating Opportunities – by Biz Stone – by far my favorite read from last week. This is Biz in his own words what it was like in the early days of Twitter and on choosing a leader to follow rather than a company. Biz shares his own definition of opportunity in this great quote “I believe that you have to be the architect of the circumstances—that opportunity is something you manufacture, not something you wait for.” This is worth a read and even a re-read as we look at making our territories successful in sales.
The Stories We Tell Ourselves – by David Heinemeier Hansson – this article had some interesting reflections on early and late adopters and implications of each. For us carrying quotas it is vital to understand which camp our customers naturally fall into and adjust our strategy accordingly. If you are offering a new, innovative service to a late adopter you may be wasting your efforts.
How To Win An Argument With A Scientist – by Seth Godin – a quick blog post from the guru of marketing on rationality or the opposite. The last line is a great question for us to continually ask ourselves in the sales process.
Have a great week and may your summer give birth to a great pipeline and present several opportunities to help customers meet their goals.