He was beating me up about it and the problem was, he was right. Like so many salespeople I wanted to drown my audience in content that mattered to them, I knew it did, I had seen it work for others and I was excited to share it. Only thing is, like many of our customers, my audience could only accept so much at a time, process it, and then determine if they wanted more. His big idea? Simplify. What a concept!
While preparing for a National Sales Conference, I was building the content I knew could absolutely take this sales team to new heights. His thought hit me like a ton of bricks. How many times have I advised sales professionals not to talk so much. I have been overjoyed at their success as they finally learned not to "feature dump" all over their prospects. Here I was, in my own way, doing the same thing. Silly me. Today, the week before the conference, I live by what I know works. "Less is more."
Respectfully,
Michael Goodman
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