THREE-WORDS MANTRA OF B2B
If you sell to businesses, you're either calling on unsuccessful companies, who are panicking and afraid and don't have a lot of resources to spend on new things...
Or you're selling to successful businesses. And in those organizations, most people walk around with a three-word mantra imprinted on their arm: Don't blow it.
Far more points are awarded to people who keep things moving and defend the status quo. If you're the gambler, the one who risked and failed, well, it's understood at many places that this isn't good, that you're at risk and off the track.
So, the story that resonates more often than not is a story that's built around those three words.
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