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When I was very young and new to sales, I thought that bigger companies were better managed, better resourced, and had fewer problems. The larger the clients I won, the more I realized that bigger companies have bigger problems, and they have more of them. Wal-mart is now dealing with the very real threat of Amazon.com, a giant problem, and one not easily solved.

I also believed that bigger companies have better talent. I thought that because they had more money and more opportunities, they would acquire all the best talent. The scale of a larger company requires more talented people, and their much larger needs often leaves them with a much larger deficit when it comes to hiring the people they need.

For the first few years I worked in sales, I believed that my larger competitors had advantages when it came to sales. They worked for a bigger company with more locations. They had better technology, and they had way better programs. They also had much better marketing and much better sales collateral. When I saw how crisp some of their people looked, I was sure that they were unbeatable. Over time, I discovered that sales chops level the playing field, and many of the largest companies I competed against were paper tigers when it came to selling.

As I won large clients, I believed that winning them was enough, that I could throw them over the fence and the operations team would take care of executing. I thought that responsibility belonged to someone else. As the problems mounted, I was disabused of this notion by clients who expected to me to be standing right next to them in the fox hole when the bullets started flying. I learned that I was accountable for the outcomes I promised.

Your beliefs will change over time. Your growth and your experience will provide you with new beliefs, beliefs that serve you better than the beliefs you hold right now.

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Sales 2017
Post by Anthony Iannarino on June 2, 2017

Written and edited by human brains and human hands.

Anthony Iannarino
Anthony Iannarino is a writer, an international speaker, and an entrepreneur. He is the author of four books on the modern sales approach, one book on sales leadership, and his latest book called The Negativity Fast releases on 10.31.23. Anthony posts daily content here at TheSalesBlog.com.
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