All That’s Changed Is Their Objectives

By Tibor Shanto
“Starve your distractions, feed your focus.” — Daniel Goleman
I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19. We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. Assuming it was calibrated properly, to begin with. This is the time to focus on disciplined execution.  It’s all good, all that’s changed is their objectives.
For me and my clients it has always been about helping clients achieve their Objectives, and the impacts they deliver. The skill or opportunity is in knowing the most critical objectives a set of buyers may have at a given time. But the virus has created a rare commonality, causing the market