Crazy quotas. Anything to close a deal. Pushing customers no matter the cost. If you are a regular reader of this blog, you already know how I feel about the traditional approach to sales. Customers have changed, yet the selling process has not. But here is a surprise — I am about to come to the defense of salespeople everywhere.
I was wary at first. My previous company gathered everyone for an all-hands meeting. This was several years back when I was working at a fast-growing software company. About 150 people crammed into a room that was meant for maybe 25. People were practically on top of each other. Disaster ahead?
Getting lost used to be much easier. One wrong turn and you could lose your way. You might pull over to unfold a faded paper map. Maybe even ask a stranger at a gas station for directions. Now smartphones and GPS have changed the way we navigate. But even the best technology cannot tell you where you want to go.
I learned how to write business models in graduate school. Although, it really felt more like writing long and complicated novels. I once spent three months working on one for a hypothetical home services referral website. I even conjured up crowd-sourced reviews for my would-be business. The process revealed a depressing plot twist.
I studied philosophy. (True.) You know the old cliché about the tree falling in the forest. If no one is there to hear it, did it really make a sound? Well, remote work may seem that way for some. After all, how can you be sure people are actually working if you are not there to witness it?
I am always thinking about what’s next at work. (Even on vacation sometimes, like now.) But at our recent, all-team meeting I made a conscious decision to stop. And I did something I have never done before — I interrupted my presentation and asked everyone to stop too. I wanted us all to take a moment to be in the “now.”
Do the words “offsite quarterly business review” or “annual sales kickoff” make you want to run far, far away? You are not the only one. Sitting through endless presentations in stale conference rooms — ugh. But these kinds of large group meetings are especially important for remote teams.
It started with two people in a garage. The quintessential beginning we hear about many startups. And for good reason — you do not start out with 100 people. Companies begin with a founder or two. Some never leave the garage. The ones that grow solve a real problem and learn how to do it at scale. They do not learn how to scale and then figure out a problem to solve.
There is a new animal in Silicon Valley. And it is nothing like the unicorns you have read about in the past. This new beast is not quite as flashy. It moves a little slower than its spiral-horned counterpart — the one who galloped to ridiculous valuations at breakneck speed. And you probably will not see this new creature in the news. Why?
“We no longer want to work with you.” I once had to say this to a well-known multinational technology company. Our team at Aha! had met with them eight times and they were still asking for an additional (free!) six-month product evaluation. The value exchange simply was not there. So, it was time to kindly say goodbye.
“Dear Future Me, I hope I work at Aha! And live at the beach. Love, Carson” An Aha! teammate recently shared this note with the company. It was from his 7-year-old son’s school journal. And I was blown away. Aha! is the type of company our kids aspire to work for? Mouth-wide-open speechless.
Have you seen the news? Some companies are calling their remote employees back to the office — a forced, cross-country trek to permanently “co-locate” at HQ. Reading the headlines, you may wonder if companies have fallen out of love with remote work.
I bet at some point, you have done it — you hid from a salesperson. You did not want to be rude, but you also did not want to be bothered with the hard sell. The goal was to get done and be gone before they could harass you. This happened to me recently when I was test-driving a new car.