Sales Today Seth Godin stated that one of the revolutions of human economy was when man first discovered that knowing something about “something” was just as valuable, if not more valuable than the “something” itself.


How much more valuable is a library when it has a card catalog, digital or otherwise?

Without the card catalog, the usefulness and utility of the library itself decreases by a factor of 50, 100, 1000 or more. How hard would it be to find something in even an average-sized municipal library without an efficient, easy-to-follow system of organization?

Now think about the Library of Congress.

So what does this mean for sales and marketing?

It’s simple:

How much more valuable does your sales team become when you have a “card catalog” of what they do . . . .

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