Let's Go! - What's That? - Oh No!

The first four months of 2023 has been a blend of let's go, what's that, and oh no!

Let's Go!
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Three years into the pandemic the working and active world is looking to kick it into high gear and go. Unfortunately we can't shed the inflation bug that appears to be harder to kill than COVID. Our monetary policy guru's are using blunt force instruments all in the name of the greater good and it has never paid to fight the fed. Regardless, all the companies we work with are like a pack of Alaskan Sled Dogs after a full night's rest. 

What's That?

OpenAi's ChatGPT releases have been hard to ignore. The first question we asked ChatGPT was what makes a good team? In seconds a very delightful 7 point answer arrived. Further study has revealed that creative and curious people who previously could not code software. Will soon be able to work with apps like the ones we have on our phones to become more creative and productive in their own areas of expertise. Tasks or opportunities that used to not be worth the effort will now be possible. Old competitive advantages will be weakened and at the same time new opportunities will emerge. We are staying curious and listening.

Oh No!

Rest in Peace Silicon Valley Bank and First Republic. While the financial media writes your obituaries with a disturbing indifference and an air of superiority like they knew this was inevitable, these two enterprises were solid corporate citizens of their communities. They were a part of the solution for their customer base and had best in class employees. They will be missed and are examples of how a standard business practice that works with one Fed policy can become fatal when the Fed pivots. One lesson we have all learned is that Banks lend out their customers deposits and brokerage firms buy securities in your name and act as a custodian. Never more has that difference been in such stark relief. 

Enterprise Sales & Marketing Observation

If things are slowing down now for the sales team it might be because the buyers that were going to make decisions in your category in 2023 have now worked through their processes and you have either won or lost. Larger decisions often require committees to meet and we have noticed that between now and Labor Day someone is always on vacation. Here are a few key actions that appear relevant now. 

• Reach out to all currently engaged prospects and ask them if they are looking to make a decision in 2023.
• This "long time" flanking question will challenge them to assess if they are actually engaged in a buying process or not.
• Work with their answers to start setting up your timeline for making a decision from between the middle of August to the middle of November.
• If they blow you off, consider leaving them alone until August as clearly something else is higher on their priority list. 
• Start ramping up the awareness about your category to your entire prospect base that is not engaged in a buying process.
• Provide valuable information to the market about your category for free to entice them to move your category into the top 3 areas to review in the second half of 23 or the first half of 24.
• Your offering can't win if they are focused on another issue.
• Never miss a chance to take the emergency of the moment and position your goods or services appropriately.

When your team applies these actions at this point in the year they will have plenty to do while the summer lull appears. 

Close-Knit Teams - Soft Release

We have posted our latest white paper, "The NINE Essential Elements of a Close-Knit Team" on our website. It is our free resource for anyone who is looking to build the type of work or sports team where people actually want to go to the reunion! If you get a chance to review it or engage with our ideas in any way we would love your feedback. Hopefully it allows you and those you know the best chance of collaborating with others successfully. 

Thank you for your readership and your friendship,

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