Make it hard to spot the general by working like a

soldier
Brush-up
Situation A curious mindset Financial impact
• Hmm – this might require something I
• My code is not don’t know – great I might something Highlight
working learn something that I can use going
forward. forecast
• The client do not
900
like the slides we • Strange – I really like them – I want to 800
have made for understand why – and also how I can 700
learn to avoid this in the future 600
them 500
• Our marketing • Okay – so what does other companies 400
in B2B services do? Let me study some 300
campaign is not of the market leaders and see what 200
converting they are doing different from us. 100
0
• The clients are not • I know clients are busy – but maybe

ch
ce

g
there is a way to increase the urgency

Op

tin
getting back to me

an

Te
ke
of the call – let me study some videos

Fin

ar
as they promised and test a new approach

M
• We are not getting
• I need to understand this recruiting 2018 2019 2020
enough market better to understand what are
applications for driving applicants in this segment
new role