Over a 25+ year career in b2b marketing & sales, I’ve often been labeled a ‘revolutionary’ v evolutionary leader. The irony is that I’ve primarily sold ‘change’ and the impact of that change to large, global organisations. Long enterprise cycles that affect cross functional teams and decided by ever growing influencer and buying group members. Gaining consensus on new complex solutions and services that require buy-in on an unified vision and significant change management planning. Utilising situational awareness and long, hard earned business acumen to articulate the impacts of change clearly and concisely… now, later, or never. I love what I do. This approach (passion) has served me well, differentiating me from and keeping me several steps ahead of ‘feature & functionality’ and/or ‘solution’ sellers. Well, it works until it doesn’t.
We’re in the insurance business now.
Recently, businesses are viewing change much differently. Change has become a four-letter word. Risk aversion and mitigation dominate buying cycles. Innovation has given way to the status quo. Efficiency over effectiveness. Play it safe. Once again demonstrating the old axiom, change is in the eye of the beholder.
“All change is not growth, as all movement is not forward.” -Ellen Glasgow
J. Robert Slaughter 