Hi Friends,
Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share.
Over the past week, I have listened to a bunch of calls, and what I am finding is that AEs are
struggling once they have discovered “impact” (pain). Many seem to think that uncovering impact
is enough, but in reality, it is just the beginning. I am seeing very few quantify the impact—, the
cost of doing nothing—by asking whether solving the problem is enough to make someone (or an
organization) move forward. When asked why they don't dig in further, many respond that if the
prospect articulates how we solve their problem, then that's a win. I actually think that only gets
you into the arena.
There is a great line in Friends when Ross introduces himself as a doctor while in a hospital and
Rachel responds, "Ross, please, that actually means something here" This joke reminds me of
that episode
For every 40 hours of work, I believe you should spend 20 (additional) hours mastering your craft.
This is how I spent some of my 20 hours this week.
Fantastic clip of an interview with Nvidia CEO Jensen Huang. Resilience matters in success.
In Jeopardy!, potpourri is a category that covers a variety of topics. For Fuentes Fridays, it’s a category where I may cover anything from someone interesting I met to my favorite new restaurant. Whether or not it's related to sales, my hope is that it will bring you value.
I recently watched Ricky Stanicky on Amazon Prime. I laughed at some very sophomoric jokes. I am not saying the movie is good. I am saying that it if you have the humor of 13-year-old boy, you really will enjoy the song montage. That's all I am saying.
Every day, I give my son a quote to help him learn and not repeat the same mistakes I made in my youth. This was my favorite from this past week:
“What comes easy, won't last. What lasts, won't come easy. No shortcuts. No secrets. Earn it.” –
Unknown
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Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.
Until next week!
Thanks,