• Home
  • Academy
  • Calendar
    • Public Events
    • Member Events
    • Sponsor Events
    • Industry Events
  • Book Shop
  • About Us
    • Our Story
    • Our Sponsors
  • Become a Member
  • Login
Global Sales Operations Association - The Community for Sales Ops Professionals
Wednesday, April 21, 2021
  • Planning & Analysis
  • Sales Compensation
  • Excellence
  • Enablement
  • Technology
  • Performance
  • Podcast
No Result
View All Result
  • Home
  • Academy
  • Calendar
    • Public Events
    • Member Events
    • Sponsor Events
    • Industry Events
  • Book Shop
  • About Us
    • Our Story
    • Our Sponsors
  • Become a Member
No Result
View All Result
  • Login
Global Sales Operations Association
No Result
View All Result

FUD-Fear, Uncertainty, Doubt

David Brock by David Brock
in Enablement, Excellence, Insights
Reading Time: 2 mins read
146 4
0
Home Enablement
Share on LinkedInShare on TwitterShare on FacebookSend as Email

FUD has been an element, unfortunately, of sales and selling probably since the very first transaction between Adam and Eve.

It’s been a tactic many exploit in competitive situations, perhaps the thinking being creating FUD within the customer about the competitive vendor, or creating FUD around making a decision not in favor of us. Early in my career, there was a saying (I think more mythology), “No one ever got fired for making an IBM decision….”

Hank Barnes recently addressed this with a terrific post, “Revisiting Thoughts On FUD (It’s Time For A New Approach).” It provoked my thoughts about FUD, particularly around the issues of sensemaking and decision confidence.

Putting ourselves in our customers shoes, as we look at the rate of change, evolving market/competitive threats, increased complexity, information overload, overwhelm, turmoil, time compression, and turbulence. Both organizationally and personally, live in a world of FUD–of their own, their companies, their markets, their customers making.

This new world of FUD is the reality too many face. It arises less out of malicious behavior (though some does), but more out of current circumstances and reality. FUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward. This is a major factor contributing to the majority of buying decisions ending in no decision made.

Knowing this is what our customers face, knowing they are looking for help, they are trying to make sense of what they face, the challenge Hank presents is, “how do we create value and meaning to help reduce the FUD our customers face?”

Rather than the outdated and bad practice of creating FUD, the reality is we need to help customers understand and reduce the FUD created naturally.

We need to help them gain confidence in themselves, what they face, and the decisions they make in going forward.

FUD exists, it’s the day to day reality for many of our customers.

Our greatest value is helping reduce and eliminate this FUD, becoming confident in their decision and moving forward.

Leave it to the inept competitors, stuck in yesterday’s selling approaches to misunderstand FUD and drive customers away.

David Brock

David Brock

Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments.

Related Posts

The Rise of Virtual Selling and the Implications for Sales Enablement

The Rise of Virtual Selling and the Implications for Sales Enablement

What’s The Purpose Of A Pipeline Review?

What’s The Purpose Of A Pipeline Review?

Advice for the New Sales Ops Leader

Demonstrate Value Through Insight-led Selling

Next Post
A Fool with a Tool is still a…

A Fool with a Tool is still a...

“You Are Doing Everything Wrong!”

“You Are Doing Everything Wrong!”

Please login to join discussion

My Bookmarks

  • No bookmark found

Categories

  • Enablement
  • Excellence
  • Incentive Travel
  • Insights
  • News Room
  • People Office
  • Performance
  • Plan Design
  • Planning
  • Revenue Ops
  • Sales Compensation
  • Sales Ops
  • Sales Ops Demystified
  • Strategy
  • Technology

Tags

Actively Managed Analytics BI Business Intelligence Cloud / Saas Coaching Collateral Community Access Community Voices Compensation COVID-19 CRM Culture Customer Success Dashboard Diversity Featured Forecasting High Performance Hightech Market Disruption Metrics Pipeline Review Playbooks Podcast presidents club Pricing Process Productivity Prospecting QBR Quotas Research Roundtable Recap Sales Compensation Sales Enablement Sales Leadership Sales Management sales training Sales Wisdom Solution Selling SPM Templates Territory Planning Trends
Global Sales Operations Association

© 2021 Global Sales Operations Association, LLC - The Community for Sales Operations Professionals.

Learn About Us

  • About
  • Privacy & Policy
  • Contact

Follow Us

  • Login
  • Cart
No Result
View All Result
  • Articles
  • Calendar
  • Community
  • Courses
  • Academy Home
  • Podcast

© 2021 Global Sales Operations Association, LLC - The Community for Sales Operations Professionals.

Welcome Back!

Login to your account below

Forgotten Password?

Retrieve your password

Please enter your username or email address to reset your password.

Log In

Setup Community Access