1/5 “We lost! Too expensive...We missed this one feature...Our security was below par.”
I was having lunch with a founder. She was quoting what an underperformer in her Sales team kept saying. I had seen this behaviour everywhere. I call it “blaming the arrow”. Let me explain
I was having lunch with a founder. She was quoting what an underperformer in her Sales team kept saying. I had seen this behaviour everywhere. I call it “blaming the arrow”. Let me explain
2/5 @SURGE, my colleague @carl_eschenbach explains how Sales is not just the responsibility of the Sales team, but the whole organization. He knows. He has lived it. A legend in the world of Enterprise Sales.
3/5 He then shows an arrow. The arrow starts with the fletching at the tail-end of the arrow.That’s where it starts - with vision, engineering, product management. Then product marketing and demand generation. Sales is only the tip of the arrow. #Enterprise #Sales
4/5 Founders love the arrow. They take pictures. Share it with their teams. Who also love it. Especially the underperformers in Sales. They use it. Abuse it. They blame every part of the company for losing deals. Blame every part of the arrow for not hitting quota.
5/5 Sales needs to leverage the entire arrow to sell. Understand customers deeply. Solve problems for them. Close deals. Hit quota. Not blame the arrow.
Never blame the arrow!
@_surgeahead #getreadytosurge
Never blame the arrow!
@_surgeahead #getreadytosurge
• • •
Missing some Tweet in this thread? You can try to
force a refresh
