While enjoying my morning coffee I was reading through the Summer 2008 edition of Whitewater magazine, which is the quarterly publication of my Alma mater, the University of Wisconsin-Whitewater. On page 11 I came across a striking photo of an electric lime green book cover featuring an image of a dairy cow listening to an iPod in the center. The book is called "Acting Out Culture - Reading and Writing," written by UW-Whitewater Associate Professor James S. Miller. Being a newly published author myself, the eye-catching cover in the photo compelled me to read the article, which was also written by Miller.
Miller wrote "Acting Out Culture" as a teaching tool for his Freshman English class to better reach his students and help them see the 'important connections between English class and their own day-to-day lives.' At the beginning of each semester, Miller poses the question to his students, 'How many different messages do you have to make your way through on a daily basis?'
Miller's question really got me thinking about the clutter and noise in the business sales world today, particularly as it pertains to the busy daily routines of executives. Executives today experience greater demand for their time than ever before; more than they can possibly get to in any given business day. To really kick off my blog in the same spirit of Associate Professor Miller's thought-prompting semester kick-off question, I ask you to think about the following:
1. How do we as sales people effectively penetrate new prospect accounts at the executive-level given all the other noise executives must sort through?
2. What can we do to make our own attempts at communication compelling enough to rise above all the clutter?
3. How do we help executives to see the important connection between the solutions we are selling and the critical issues they need to address in their businesses?
More to come...
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