If It’s Not Broken – Break It

By Tibor Shanto
Everybody wants to be disruptive, well, in reality, everyone wants to be AI, but when it seems a bit of a stretch, they settle for ‘disruptive.’ But like charity, disruption begins at home.
There is no doubt that sales is a people game, which means the experience buyers have with us during the cycle, and how we make buyers feel will have a direct impact on the outcome. We have all faced scenarios where the final decision came down to things other than measurable facts or realities. One constant factor is congruity. When what we say does not match with how we act or how we sell, and more importantly what we do as a company versus the image and messaging we project, we are sending red flags to buyers. We don’t do it intentionally, the prospect rarely remarks on it, but it always registers, it’s a human thing and