Lack of time

It never ceases to amaze me how the default mode in some sales forces (especially the larger ones) is to make loads of mediocre pitches rather than a few exceptional ones.

The reason for this that I’m hearing most often is – ironically – “lack of time”. After all, there’s a lot of pitches to make, and a lot of daily business to cut through: proposals, emails, meetings, more emails, Slack, another meeting, another proposal … you get the idea. So, there’s just no time left to push a pitch from ok to great.

Yet, the actual problem is that “lack of time” easily becomes “waste of time” when you settle with mediocrity.

In the short run, it may not make much difference whether you put in a little effort often and then spread your efforts wide because you know that you’ll win only a couple of those. Or whether you put in so much effort on a few select occasions that you win almost every one of them.

But in the long run, it makes a huge difference. Because the former businesses will still hustle their way through occasion after occasion while the latter’s job gets easier with every deal they make.

What if you could speak with irresistible clarity?

Learn how in this free video series:

Read More

The stories we make

“I don’t tell stories.” the restaurant owner said, “so that’s not relevant to me.” Which is half the truth. Because while he doesn’t tell stories,

Read »

Price as a message

In our regular Clubhouse session on leadership communication we had an interesting discussion about price. One of the participants reported that they managed to get

Read »
Dr. Michael Gerharz

Dr. Michael Gerharz


Crack the
Clarity Code!

Think, speak, and lead with clarity!
  • Start your day with a boost of clarity
  • New posts every weekday
  • Special offers
You can opt-out any time but I think you’ll really like what you get. Please see my privacy terms.