How much time do you spend each week thinking through your business problems?
Many mangers can’t find the time, and that’s a problem.
“If you ask managers in a large organization to approach a strategic business problem, their focus often quickly narrows to proposing solutions. When asked why, many respond that they don’t have time to think.” -Duncan Simester, MIT Sloan School of Management
Not having time to think sounds a lot like not having time to breathe. You drown in the details.
In related news, I recently downloaded “Rethink the B2B Buyer’s Journey,” a new ebook from LinkedIn. Inside the report, I found this revealing graph:
The most effective salespeople, and the most successful companies, consistently make their customers smarter and give them an edge on their competition. The only way to provide this level of insight is to truly know and care about the client’s business, and the only way to do that is to make time to think.
The Question Remains…
How do you make your customers smarter, while also making your quarterly numbers, and helping them make theirs?
According to Bright Funnel, the average path to sale for high growth tech companies is 512 days from lead to revenue.When you have quarterly numbers to meet, 512 days from lead to revenue is an eternity. Click To Tweet
There may be little one can do to relieve the pressure or pace of sales targeting at your company. What one can do is always bring new business-building ideas to prospects and customers. Little gifts go a long way. Clearly, there can be a danger in overwhelming people with too much information. Likewise, there’s a danger in failing to reveal your thinking.
Despite what we’ve heard before, coffee is not for closers. To rise above the noise, it takes skill, patience, and unbelievable persistence. It also requires that you care about the customer. Caring means you’re not always closing, you’re always considering (on your customer’s behalf).