Choosing a methodology and the Success Compass
Economic resilience, sector speed and the ethics of sustainability: three questions for choosing a way of selling, in a dialogue between Socrates and a founder.
A Socratic dialogue between Socrates and the founder of a fast-growing IT company in Istanbul, continuing the previous piece. They test a sales methodology against three directions of a 'Success Compass'.
The economic resilience test asks whether the method helps the customer see real return and the cost of doing nothing, without falling into the discount trap. The sector speed test asks whether it can convince IT, finance and the board at the same time. The ethics of sustainability asks whether today's revenue builds long-term trust or leaves an unprofitable burden.
The dialogue ends with how to measure what matters beyond revenue: growth in team capability, customer trust and process discipline.
This piece was originally written in Turkish. The full text is available on the Turkish version of this page.