When it comes to having an extra spatula in the drawer, you might think it’s useful. Not much harm there.
But when it comes to a suite of assets for your sales team to use, it doesn’t matter if you think having all of them is useful.
“Would they miss it if it were gone?”
That’s a far more valuable question to ask (and answer) than “do you think it’s useful?”
First, it makes it about the target and not you. Second, answering the question results in removing a lot of noise which actually makes what remains far more useful (or simply, used!).
By doubling down on what’s actually valuable, you make it more valuable.
Stay Positive & You’re Not Being Cutthroat, You’re Being Focused On Value
Garth Beyer is a Certified Cicerone®, Senior Content Specialist at Encompass Technologies, owner of Garth's Brew Bar and a Madison-based freelance writer.
Latest posts by Garth Beyer (see all)
- If You Think It’s Useful - March 12, 2025
- Leverage - March 11, 2025
- What Are You Buying? - March 10, 2025
