The fable of the Melting Iceberg outlines how to succeed in turbulent times. For any company concerned about its future, the fable’s points are well taken and well made. The fable shows that success depends on changing how people think and feel:
- collect + analyze data, then present it logically in ways that change people’s thinking.
- after reading and reflecting, discuss what’s been learned and what more might be learned.
- from such discussions, find new + better ways to act.
- create surprises that change how people feel.
Sales productivity is an example of such a ‘melting iceberg’. It’s an urgent issue. There’s no single, obvious, way to fix it. Fixing it requires short-term wins that can inspire long-term wins over time.
Many of the fable’s keys to success are embedded in Amacus, our sales productivity tool. amacus changes how B2B Sales Reps think and feel by giving them feedback on the impacts of their actions + doing so in ways which:
- are timely, helpful, and compelling to each user.
- are often surprising (she’s actually interested?!).
- help users know whom to call, when to call, + why.
- show the positive impacts of smart choices.
- create short terms wins, often as fast sales.
- inspire users to keep trying + learn from the past.
- create new opportunities for members of a sales team to help each other improve results.
With ‘melting icebergs’ the biggest payoffs often come from team impacts: “when you act in concert with others, the end results can be very powerful.” Our clients know this. They’ve seen it happen.
