One it takes time but two it just takes a lot of kind of hand-holding talking to your customers. So what I end up doing is you know I’ll start at the lowest levels and I’ll talk to 100 different people and you know I’ll get nuggets of data from them and then I triangulate that data and then what I do is then I kind of parlay that data to the next level. So then I’ll go with the at the director level and say hey you know I’ve been talking to these 10 20 different people. Here are some of the consistent themes that I’ve heard. And here’s my perspective on that. What do you think? And then I’ll have that conversation with another 20-30 different directors and get their thoughts and perspectives on that. And it’s amazing because you’ll get so much more insights because you’re providing a level of information that they don’t they didn’t necessarily have and you kind of correlate it to a level that they necessarily didn’t see before. And then from there after I have those conversations with the VPs sorry the directors then I kind of correlate that data together and triangulate it and then I bring that up to the VPs Right. Do that again to the VPs and then you get to the c-level folks. And when you get to the c-level suite and you have that conversation now you’ve actually hit gold because no one has ever done that for them. Right. With that kind of thought or depth before cause a lot of folks what they do is they go into the A C level suite CFO CIO whatever and they have the same generic conversation which is tell me about your business problem. Right. And that conversation dies pretty quickly.
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