Software Sales Tips by Matt Wolach

Sales Tips

Good Is the Enemy of Great

I recently had a client who told me that their sales process and the demo were good. They were happy in the situation that they were in. However, being good is not entirely “good.”

This suddenly reminded me of the book “Good to Great” by author Jim Collins. It is an excellent book about the best companies and how they beat their competitors who are not “as good as them.” It goes into detail about how stronger companies overcome others because they are not on the same level of greatness. 

One of the best theorems in this book is “Good is the Enemy of the Great.” It explains how once we achieve “good,” we get comfortable with the situation and stop striving for more. 

Unfortunately, this also happens to businesses in their sales process. Learn more when you watch this video! 

Or book a call with me and transform your sales process from good to great!