Fair point but I'd flip the framing slightly: tactics win the sale, credibility wins the market. In the stablest markets, often regulated, one credibility failure like a compliance slip or a trust breach, can wipe out years of your quota.
Tactics work short-term, we know. It's whether you can afford the downside when they eventually don't. What I get from Naval is a safer approach, like don't play games you can lose. In the other side, I feel like one must risk to win. Where the balance between the two sits?
Fair point but I'd flip the framing slightly: tactics win the sale, credibility wins the market. In the stablest markets, often regulated, one credibility failure like a compliance slip or a trust breach, can wipe out years of your quota.
Tactics work short-term, we know. It's whether you can afford the downside when they eventually don't. What I get from Naval is a safer approach, like don't play games you can lose. In the other side, I feel like one must risk to win. Where the balance between the two sits?