The most common b2b objection (and the one we have about most innovations)
You'll never hear it spoken aloud, but it happens all the time, particularly when you're selling something new, something powerful, something that causes a positive change:
"You're right, but we're not ready."
This is what people felt about the internet, about word processors, about yoga pants…
When you think this is going on, the answer isn't to be more 'right'. The answer is to figure out how to help people be more 'ready'.
PS I'm doing an AMAAA (ask me anything about the altMBA) today at 3 pm NY time.
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