My subject was going to be a rather simple illustration on approaching the IT director – but then HP did what she did. I was on the “how to approach the IT director” theme when Steve Jobs sent out his letter. And I was still pushing cold-calling the IT dude when news of Warren Buffet injecting $5 billion into Bank of America hit the Twitter stream.
Just then, the two-by-four of reality smacked me in the forehead.
The world is as much about selling to the CIO as it is about change – more specifically, transformation. The continued economic uncertainty, political unrest, global social upheaval and general craziness isn’t just a rough patch; it is transforming each and every one of us in distinct and unseen ways.
So as you smile into your desk mirror and spin up 100 dials, just remember, every “No” not only gets you closer to a “Yes,” it transforms you; so did Steve Jobs, HP, Warren Buffet and Google.
Ours is a unique industry; the powerhouse OEMs typically are not considered “drivers” of the financial, manufacturing, Internet or technology industries – except in technology with the Xerox of old and today’s HP. So it is that we, the individuals, are a reactionary force – at times like a ping-pong ball in a shaking shoebox. We respond to what the OEMs throw down from on high; they respond to their perception of the marketplace.
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