Grinding screams lower-level function. Repetitive action in a static operation or marketplace works just fine for bottom feeders. Inputs are routine. Outputs are predictable. This approach as a successful technique suggests a mundane past featuring an era of mass production and industrialization. It seemingly suggests an engrained mindset such that the present economy, technology, and productivity would seemingly dismiss the paradigm as outdated. Modern business engagements rely on speed and accuracy of information! Currently, innovation is valued and equated with superiority! Established routines can eventually benefit from repetition, yet typically, creativity drives mindsets that lead to productivity, improvement, and profitable ideas. Current discipline demands that established practices are perfected… then improved! The challenge is maintaining the edge in leading fresh ideas from innovation through superior, profitable outcomes. So, where does grinding fit?
Clearly, large international technology companies have enormous resources to innovate and deploy new processes resulting in superior efficiency and cost effective solutions. While innovation may benefit from foundationally proven routines, superior performance results from outstanding innovation. “Eureka, I found it.” is no longer the battle cry of business breakthroughs. “Can we make it go faster??!”, now carries the day for innovation to turn into explosive revenue growth. Beyond innovation, identifying customers with the ability to apply innovation is where explosive value materially happens. Knowing the target for cutting-edge goods, services, and applications create better opportunities in current environments. Consequently, massive sales efforts begin with hyped projections before the solutions are even finalized. Consequently, successfully grinding through sales cycles now feature identifying potential problems earlier. The big question is now “who identifies potential problems before operators and customers realize that it impacts their business?”. The grind now demands getting in front of the life cycle to craft solutions accurately in anticipation of problems that continue to work their way through the present value chain.
Honestly, grind just sounds like a mundane concept, yet it is essential. In fact, it has continued to evolve into an extremely dynamic concept. Grind implies linear processes. However, grinding in current environments is exploding! The truth is that this evolution is occurring dramatically, multi- dimensionally, and dynamically. Consequently, a pivot describes this evolution even more accurately. Pivot empowers changing directions rapidly to attain alignment with customers’ priorities. Look at something as fundamental as communication. A generation ago, a telephone was the most effective way to communicate with another individual. Fast forward to our current time, and a “phone” is a colloquial word for a dynamic instrument that communicates verbally, audibly, and visually. As this evolution applies to business growth, the gadgets that entertain people also drive their creativity. Discipline becomes necessary because the distractions on our handheld devices are enormous. On the other hand, the diverse ways to connect digitally include communication via voice, text, photograph, and video. The immediacy and integrity of communication creates exceptional efficiency and clarity. Discipline is necessary! Yet, who cannot afford to communicate and create value at unprecedented speeds?
For innovators to be effective, successful grinders are troubleshooting problems ahead of potential solutions. Processes matter. Successfully identifying what will go wrong in the future enhances solutions that are effectively sold today! No one needs a crystal ball anymore, now data correctly anticipates where the latest trends and needs emerge. What new problem, or bigger, faster alternative will emerge next, as a direct result of the latest innovation? By the time the marketplace explicitly tells competitors what they need, average competitors are too late. Recognizing the next pivot correctly is the advantage for meeting customer needs. Sales teams need to have answers ready, before the next problems arise. Some wrong answers will result. Yet, upon correctly anticipating pivots, greater fortunes will be recognized! Of course, grinding and pivoting can be bypassed for more certainty. Unfortunately, the marketplace punishes risk aversion. Still, leaving a message after the beep, then waiting for a return call for the next blockbuster deal is an option. Feel free to wait!
By Glenn W Hunter
Managing Director, Hunter And Beyond, LLC
Author of “Storytelling Wins The Best Engagements“