Who’s the half-wit?

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If you’ve ever worked in B2B, selling into larger companies (middle market), you know the importance of getting as much of a view into your customer’s team and processes as early and as often as possible. They are very complex.

Obviously, this can be a bit of a challenge.

Recently, I was in a meeting with a large prospect, and we had successfully walked through their company and identified several of their stakeholders. The core of our offering is to help them better understand their customer’s journey through their entire enterprise from marketing to customer support.

A tall order…

We love mapping journeys so getting through our customer’s enterprise should be no problem, right?

Continue reading “Who’s the half-wit?”

Pulled by vision, Pushed by pain

Often we are either pulled by vision or pushed by pain. It has been my experience that I can sometimes switch between the two, or even be driven by pain until I develop a clear vision.

 

This is true in much of life and in business.

As for business, there is profit to be had in solving pain for an identifiable customer or better yet, developing something that solves a pain one has personally experienced as it yields both compassion and passion. And that is very rewarding.

There is even greater joy in developing past the pain and into a vision of what was previously unimaginable. Not just the absence of pain (as that is rarely, if ever, possible), but more excitedly the crystallization of a vision that is much much bigger.

The power of vision is that it is compelling and sustaining when times get tough or new problems develop, as they often do. Continue reading “Pulled by vision, Pushed by pain”