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(1). A customer’s business environment taking into account all exogenous factors (otherwise known as: reality).
“What we really want to do is get a sense of the ecosystem in which you operate, Sal. So, what can you tell us about your waste management business?”
Props to Vannprime for the submission.
(1). The sales process for a prospect who takes a really, really long time to make a decision to hire you to do whatever it is you do.
“The Griffin opportunity? We’ve got a long runway on that one. This guy took two months to decide whether he was going to try out wearing gray socks to work!”
(1). To try to make your offering measure up to your competitors. It doesn’t.
“So, to level the playing field a bit, we revamped our marketing materials. Now, we’re using glossy paper and … wait for it … color!”
