• Good stuff, Paul.  We’re not limited, we can “shuck and jive” in whatever way is necessary to adapt to our buyers.  Focusing on only one channel, one resource…a good way to limit our lifespan. 

  • Right on Jacob!

  • Goffg

    Spot on, I agree!

  • LA Palamar

    Consider “either or” officially rejected from my modus operandi!

  • Paul this is one post I can say I agree 100%. It wasn’t at the forefront of my mind that these are limiting in scope, but I have felt about many of these questions I would prefer both and/or other options. Thanks for raising my awareness.

  • Thanks Adam and don’t get me wrong, there are times when we need to choose. Perhaps its a matter of having a certain amount of time and we need to choose the best activity during that time etc.

    I just think as a general rule it puts unnecessary limitations on our arsenal of awesomeness. 

    Thanks again for stopping by Adam!

  • That’s the spirit Ms Palamar!

    Looking forward to meeting up with you in NYC!

  • Thank you for stopping by . . . I really appreciate it!

  • Dknoedler

    I agree and am happy to say — we look to optimize the mix; not limiting to the either or.  Determining the best mix is part of the challenge (and the fun).

    Have a fun day!
    Debbie

  • Chris12772003

    Great post! I’ve always wondered why everyone make such a big deal out of one or the other. Why not all? The more options you have the greater the opportunities!!

  • You know Debbie, I never agreed with this one vs the other thing.

    Why can’t they just all live nicely together. They do for me!

    Thanks for weighing in and have a wonderful Thursday!

  • You get a big “AMEN” on that Chris!

    Thanks for stopping by!

  • Skfoster3

    Thank you for this article ~ perfect timing and supportive !  Sally
     

  • “Whiplash symptoms” . . . that was awesome Wim 🙂

    I couldn’t agree with you more. Here’s how I see things in sales today: 

    You have one group of people who believe the cold call is dead and they put all their artillery fire on sales 2.0 methodologies. You have another group who believes you are lazy and weak if you don’t “smile and dial” all day.

    How limiting is that?

    One thing we have to continually remind ourselves is just as we have our preferred method of reaching out, our prospects have their preferred method of being reached.

    Thanks so much for sharing you opinion on this Wim!

    Rock on my friend!

  • A sincere honor Sally!

    Thank you so much for stopping by!

  • Exactly Paul.  A lot of these choices are false choices. Just like when a company says they are going all in on pull marketing and abandoning push marketing.  Most often, it is a combination of ideas or techniques that gets the job done, and in a hyper-competitive sales and marketing environment, you had best be good at multiple skillsets.

  • EXACTLY! Why does there have to be a choice? Can’t we do both/all? Sure, it might result in discovering one method works better than the other, which may lead to the amount of time being spent on them not being split 50/50, but closing the door to any one method seems like a poor choice to me.

    Thanks as always for sharing your insight!

    Virtually Yours,
    Anne-Marie

  • Awesome point uncle Paul!

  • Anonymous

    Paul,it is sad when people seem to think only in terms of black and white. If you are happy choosing one method to do something and don’t feel the need to explore other options, so be it. But for the rest of us, we will try new things and use whatever works for the situation at hand. Miriam

  • Agreed!

    Now if we can only get everyone to stop with the unnecessary choices we’d be golden 🙂

    Thanks Christopher!

  • Its also led to lots of energy being spent on a debate not only in the discussion forums but on the sales teams.

    I refuse to choose . . . How’s that for poetry Anne-Marie? 🙂

    Thanks for stopping by!

  • Its also led to lots of energy being spent on a debate not only in the discussion forums but on the sales teams.

    I refuse to choose . . . How’s that for poetry Anne-Marie? 🙂

    Thanks for stopping by!

  • Thanks brochocho! 🙂

  • Thanks brochocho! 🙂

  • Well said Miriam!

    There are too many people trying to break it down to one thing or even “THE” thing.

    I’m normally a pretty respectful guy but lately it has me eye rolling and sighing when I have to squelch these debates. 

    That’s why my pic has sunglasses lately Miriam 🙂

    Thanks!

  • Well said Miriam!

    There are too many people trying to break it down to one thing or even “THE” thing.

    I’m normally a pretty respectful guy but lately it has me eye rolling and sighing when I have to squelch these debates. 

    That’s why my pic has sunglasses lately Miriam 🙂

    Thanks!

  • Elizabeth Houser

    Paul as usual brilliant!! I think that same weakness in all people translates to every area of life, philosophically, spiritually, socially it is simply easier for us to be legalists.  We want everything to be in Black and White grays you have to think about and make a decision that may or may not be the right one, it involves putting ourselves out there and actually studying a situation or problem from different angles.

  • Josie

    Paul, You have done it again!
     
    I have often wondered about the ‘either or’ linear sort of lazy thinking we often engage in. Why on earth can it not be the best of everything presented?
     
    So glad that you brought this to the fore. I hope that people really get this because getting it opens the doors of the mind to all sorts of creative and innovative solutions.
     
    And what is success, whether in sales or in any other area in life, if its not a cornucopia of creative solutions?
     
    Peace Jedi

  • Barb Giamanco

    Great point Paul! During my coaching training and certification, I learned that if you only have two choices, you actually don’t have a choice. Nothing frustrates me more in my world than to hear a company say, “we have banned social media”. What that says to me is that they are scared of it, don’t know what to do about it, and that it’s easier to just say they won’t let their people engage. Stupid, of course, because there is a high likelihood that their employees are already engaging. But even if they “follow the rules” just saying “no” without considering other alternatives just puts their people and company at a competitive disadvantage in the long run.

  • You are too kind Elizabeth!

    I agree. Its way too much work when we deal in grays . . . Well said!

    Thank you!

  • Josie,

    I can tell you without hesitation, that we would not know each other at all and there would be no blog, no sales playbook linkedin group etc if I kept doing things the way I always did.

    These things never replaced the “tried and true” things I did for 20+ years . . . they simply began a meaningful coexistence!

    You’re last sentence really brings it all home Josie “And what is success, whether in sales or in any other area in life, if its not a cornucopia of creative solutions?”

    I really like that.

    Thanks for stopping by and for sharing your thoughts!

  • So true in fact, if I might be a bit blunt . . . “we have banned social media” = the beginning of a death rattle as far as I’m concerned!

    Perhaps they are holding out for the teletype to come back? 🙂

    Thanks Barb!

    I truly appreciate your insight and always respect your opinion my friend!

  • Anonymous

    Great post Paul! I agree with you 100%.  One of the first lessons that I learned in sales many years ago was things are not “black and white” as in other professions. Everything is open to interpretation, and you have to “go with the flow” and make decisions and evaluations as you go through the every day rigours of this awesome profession! All of your examples of the “Either Or” Limitation will certainly affect business professionals daily. And long term, it would certainly be a career limiting decision not to utilize all the great tools that are available to further relationships in 2011 and beyond. Keep up the great work!

  • John Patrick

    Aw, crap! Paul, you’d have to toss that out there and turn my thinking upside down!

    I’ve never thought of it that way, but you’re right … by applying either/or, we’re limiting ourselves and accepting that we have to stay inside the box by answering the question we’ve been asked.

    What they don’t teach in school is that you have the right to question the question. So we are conditioned to answer the question.

    Maybe it’s time that we kick the box to the curb and think like a jedi.

    Thanks for challenging us – and “the norm!”

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