SIMPLIFY COMPLEXITY
The Top Quartile Sales Playbook
FOREWORD
by Patrick Pando, VP, AI, Baker Hughes
Complexity is the enemy because it creates doubt.
It fuels indecision, hardens status quo bias and causes friction.
To beat complexity, and get buyers to adopt transformative innovations, there's only one way forward: you must embrace simplicity.
Fear complexity
Complexity kills deals slowly, so the cost of it is extremely high – especially when you’re dealing with a complex sale.Reject complexity
Never accept complexity when it’s presented to you. If it’s your deal, it’s your responsibility to simplify.Embrace simplicity
The more complex the problem, the simpler your proposition must be. Big deals attract big decision-making teams, and if there’s even one person who doesn’t understand your proposal, the whole group will return to the comfort of familiarity.
Patrick Pando, VP, AI, Baker Hughes
Formerly with AVEVA, Sage, SAP and Microsoft, Patrick is a software veteran with a passion for transformative change. He is responsible for AI adoption at one of the world's leading industrial giants.
