Our Selling Pains Survey 2019 pointed out a bunch of problems folks on the ground are facing every day. Over 80% sales professionals surveyed admitted having a problem getting a face to face meeting with an identified prospect between 20% and 60% of the times in varying degrees.
David Cummings on Startups is one of the most readable columns and I love his insights. In a recent post he writes about the need to challenge inertia. In other words this resonates with disruption. Sometimes status quo becomes the norm and there are lores of how Kodak sat on the Digital photography technology for over 3 decades because they believed that they were in the chemicals industry and not of memories. Sometimes entire industries are in denial – like, you guessed it – the music industry – which fought back Napster. A lot of it is still visible in the book industry that still doesn’t allow or have figured a way to allow the owner of a copy of a Digital book to be shared or loaned. The traditional license model of softwares, remember? I wonder what they are thinking about these days? Oh wait they have actually moved to a more sustainable Cloud/SaaS model where they cannot force customers to upgrade. Remember the backlash on Apple when users figured they are deliberately slowing down the phones through updates in OS? The same old Microsoft / Intel combination all over again.