By Tibor Shanto
Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different. The right schtick helps uncover and align expectations, frame discussions, and lead to measurable progress. But when done wrong, schtick can slow or derail deals. People often talk about changes we face in sales but continue to try to deal with theses changes using old schtick. One example is who they try to engage in the process of developing a deal, specifically the use of organization charts. While that may have made sense in more traditional organizations, in 2020, there is a better way to chart sales success.
For years we have been telling people to do two things, find the decision-maker(s), and part of
