Say the "Obvious Thing" · Outbound B2B Sales

Say the "Obvious Thing"

I had a call with my Sales Team this morning (SDRs/AEs). Each morning we have a morning "kick off" where we share our progress, blockers, and any ideas that come to mind.

The thing that blocked me personally for many years in my career has been the belief that "obvious things" don't need to be said, communicated about, or discussed.

If you've found yourself saying, "That is so obvious (roll eyes)," you've probably also held this belief.

Here's the thing: Obvious to you does not mean obvious to everyone if there is any level of detail or nuance.

Sure, there will be the "sky is blue" "obvious." Still, beyond this, especially in detailed sales interactions with multiple handoffs and follow-up points (marketing -> SDR -> AE - > CS), the obvious thing may only be obvious because you've deeply experienced or thought about it.

Action Item:

Say the obvious thing. You'll be better for it.

Every time I do, I often times find myself surprised by someone's follow-up response, disagreement between team members, and new clarity surfacing the details and nuance of the "obvious" things that clearly were not "sooo obvious."

In these discussions, we, as a team, learn, grow, and form a tighter understanding of reality together.

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