Organizations and revenue leaders need to put sellers in a position where they do not need any of their prospects or clients. You, as a leader, need to put your sellers in a position where they have so many leads and such a big pipeline that they are overwhelmed and they naturally start to act as if they don’t care about any one deal more than the others. And, you need to do it now.

We need more flexible organizational structures that are focused more on function and less on horizontal alignment. We need more decentralized power and a focus on integration of people and tools in the organizational structure. And, we need to reinvent the middle operational layer of talent in a way that allows us to hire and train the right people to interface with tools so that we can empower all of our people and tools across the org to specialize in what they do best.

What does the fact that customers know everything, and can switch easily, mean for selling organizations?

It is very likely that over time, as it becomes increasingly easier to execute on functions and outputs that differentiate businesses today, it will end up being the things that businesses cannot do today, that new technology will eventually allow them to do, that will be competed on most fiercely down the road.

Once we understand that incremental sales get harder, we can begin to wrap our minds around the concept that as costs increase, the margins decrease and that will mean that the only way to fundamentally improve margins over the long run is to set up process and operational systems that allow for fewer people, and fewer highly paid people to drive more business and work with more accounts.

This means that sellers will spend their time working with the easiest clients to sell to. By definition, this means that every single incremental sale is harder than the one before it.

There is a fundamental barrier preventing revolutionary results and that is the lack of compatibility between AI and the human ability to leverage that output.

The path between problem and solution is paved by facts and information, while the path between the status quo and the desired outcome is paved by human obstacles, the fear of not overcoming those obstacles, and the hope of ending up in a better reality.

Are Idina Menzel and Kristen Bell 50 or 100 times better than the average highly trained singer, dancer, and actor out there?

A suboptimal plan with buy-in, that is well executed, will achieve far superior results compared to an optimal plan with limited buy-in.