Financial Capital or Intellectual Capital? What Do You REALLY Need?

“Companies don’t fail due to a lack of financial capital. They fail due to a lack of intellectual capital.”

I first came up with the above quote a year ago, and I have found myself using it more and more as I work with salespeople.  Companies that succeed long-term realize the value of intellectual capital. As salespeople, it’s our job to help share our intellectual capital with our customers.  Not only are we to share ours, but we’re to help our customers develop more intellectual capital.

How do you do this? By engaging  them in discussions, asking questions and helping them become better at what they do.  I hate it when I hear a company say they’re going out of business due to a lack of money, because  more often than not, this is only a by-product of their real problem — not having the intellectual capital to know how to operate and thrive with the financial capital they do have.

When you as a salesperson can help a company or a person achieve their goals, you’re helping them more effectively use their intellectual capital.  As a consultant, I find myself  connecting with this quote more and more.

“Companies don’t fail due to a lack of financial capital. They fail due to a lack of intellectual capital.”

Challenge yourself this week to find ways to more effectively use your own intellectual capital. In doing so, you’ll help your company achieve a higher ROI on the financial capital they are using.   Salespeople who are effective with their own intellectual capital are the same ones who are most effective in helping their customers develop and use their own intellectual capital.

Here’s to great selling, skyrocketing sales motivation and thriving — no matter what the economy is doing.  (Speaking of that, there is still time in the next day or two to get in on the upcoming FREE webinar I will be doing this Thursday, August 5, at noon Eastern time.  It is all about Selling in a Tough Economy. Here’s the link:  https://www1.gotomeeting.com/register/376977241)

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