The Sales Archaeologist

This past weekend was pretty heavily focused on the founding fathers, the declaration of independence, the revolutionary war that led to the birth of the United States and other events from the late 1700's when it all happened. Newspaper Articles, Blogs, Documentaries and parades or Re-enactments took place all over the country - Reminding everyone of the great story that led to July 4th.

It really is a great story - an underdog, outnumbered and out manned. The British had better weapons and more of them. They had a Navy that was the best in the world and able to ferry their troops up and down the coast quickly. They had experience fighting wars all over the world. They had numerous allies in the colonies and those that fought against them had the charge of treason hanging over their heads - there would be no quarter.

How did they succeed. The American people had Desire and commitment to the cause. They were emotionally connected to the campaign. It was on their soil. They had leaders that offered inspirational dialog at the right time - Adams, Franklin, Washington, Paine and Jefferson. They had Bravery, Recovered from Rejection and the ability to think on their feet.

Are you the underdog in your industry? If so when you look at your sales people or yourself do you see those same qualities? Desire, commitment, Bravery etc....or do you see something else?

Selling successfully is not easy. Great products fall to pieces when the wrong sales approach is employed and lesser products have won when a strong sales presence is in play. If you are a manager or CEO is your message inspirational or mundane? Winning against the odds at play in business is not impossible - but you need to do the right things and have the right people.

We love helping the smaller companies beat up on the big players. It is something we do often and we do it well. I just got back from San Jose where I worked with one company on that and this evening I am driving to New Jersey to help a company start changing the game. I will share some success stories in future posts.