Recently, one of the
members of my CBIG groups suggested I make a list of the 20 most important things I’ve learned in my 30 years of experience working with B2B sales organizations.
So, I created a list and discovered it to be far longer than 20 items. To narrow down the long list, I applied these four
criteria:
1. It had to be an important lesson – one which has the potential to dramatically impact a person, a sales team, or a business — not superficial or trivial.
2. It had to arise out of my personal experience. In other words, not something that I garnered from a book, or borrowed from someone else. Something I’ve learned in the trenches.
3. It had to have been tested in the caldron of real-world experience. No blue- sky stuff.
4. I had to unwaveringly vouch for its validity. These are concepts and lessons that I would stand
behind.
Applying these four criteria, I narrowed the list down to 25. In no particular order, here’s one of them. Rapid change is the greatest threat to our businesses and careers.
Most leaders understand that the world is changing rapidly. The actual details are even more terrifying than that which we intuitively sense.
