by Shane Sparks, Co-Founder

I had a typical sales call yesterday: The prospect began the conversation focused on a specific solution they had in mind. “We need more (fill in the blank),” he began.

I listened patiently for a few minutes and asked some pointed questions. And then quickly determined that they had many problems (or opportunities for you optimists), but the one he was focused on was not one of them. It was a minor issue, and of marginal value to fix. Once I was able to get him focused on the bigger picture, and the bigger opportunities he felt a mixture of relief and appreciation that I could provide some leadership. Read more