I’ve developed a 9 stage framework that I assist my customers with when looking to implement enterprise software.  Depending on the size of the engagement or software investment I often scale up or down on the level of activity I conduct during the selection phase.  I’ve embedded my presentation below for your use and review.

Image by RandomESHG on Flickr

I love the Sales and Marketing profession. I’ve been in the game for 15 years.

No other career gives an individual the freedom, flexibility and reward than Sales.  A sales colleague of mine likened the sales profession to being the chairman of the board, general sales manager, chief financial officer, executive vice president, janitor and chief cook.  In short being a sales professional gives you the independence of being your own boss.

Yet sales professionals are big problems for customers, prospects, bosses, and spouses.  They are cussed at parties, gossiped about behind closed doors, miss family time, travel a lot, work long hours, work flexible hours.  Sales people make a lot of noise, they interrupt, make mistakes, listen to complaints, respond positively to grievances and sometimes waste peoples time.

Yet no profession moves more freight, loads & unloads more ocean liners, freight trains and transport trucks, introduce new products, open new factories and keep the wheels of the economy rolling than any other profession.

I am proud to be a Sales Professional.

UPS – “Enabling Global Commerce”

South West Airlines “The Low cost Airline”

All State “Your in Good Hands with All State”

Avis “We Try Harder”

Well designed abstract statements help managers & employees drive decisions and align efforts toward a common goal.  Simple abstract statements are effective.  Effective abstract statements turn into concrete statements that lead to successful sales campaigns, happy customers and consistent service delivery.

Concreteness is the opposite of abstract.  An abstract statement sounds something like my personal computer has high performance on the other hand a concrete statement sounds more like my personal computer has a 2.13 GHz processor.  Being abstract is important if you are the commander of an Army and you require military dominance in a given region.  However it’s the commanders on the ground that tranlslate that abstract statement and make it concrete (actionable)  “Prepare a shipment of munitions, position troops at the border, and send in the fighter jets”.  The troops need instructions to win the battle and the commanders need abstraction to win the war.

What’s more important abstraction or being concrete to winning? In what context do you use a concrete or abstract statement?  I’ll share my thoughts over the course of the next few days.