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  • 🚀Elevating Sales Strategy with Resourcefulness: Learning from the Past and Protecting the Future

🚀Elevating Sales Strategy with Resourcefulness: Learning from the Past and Protecting the Future

Lessons from History and Cybersecurity for Sales Success


Resourcefulness isn't just a skill. It's my secret weapon in the competitive world of sales. It's the Swiss Army Knife in my toolkit, the compass guiding me through the unpredictable terrain of business.  It's a trait admired and sought after, yet rarely taught in a formal setting.

We've all heard the sayings - "figure it out", "make do with what you have", "think outside the box", "sink or swim", "roll with the punches", or "pull yourself up by your bootstraps". But how often do we stop to think about what they really mean? 🤔

What if I told you that these aren't just catchy phrases but the keys to unlocking your potential in sales? 🔑 What if I told you that you could learn to be more resourceful and that by doing so, you can transform obstacles into opportunities, prospects into partners, and challenges into victories?

How do you quickly make a square peg fit into a round hole?
You bypass the round hole. From the movie Apollo 13

Whether you're a seasoned sales professional looking to level up your game or a leader seeking to empower your team, join me as we delve into the art of resourcefulness in sales. Let's turn these age-old sayings into actionable strategies and discover how being resourceful can give us a competitive edge in today's dynamic business landscape.

Stay tuned because we're about to demystify resourcefulness and turn it into your superpower.

🔝 Top Takeaways:

🥇 Train to Be Resourceful: It’s not innate, but a learned skill. Embrace challenges. Stay curious. Adapt. Enhance resourcefulness. Be a better salesperson.

🥈 Benefits of Being Resourceful: Gives competitive edge. Overcome obstacles. Find innovative solutions. Boost resilience, creativity, and problem-solving.

💡 Make it Actionable:

🎯 Actionable Ideas: Choose resourcefulness tips. Commit to implementation. Set goals. Connect with people. Use tech tools to scale systems.

🔍 Expect More from Small Things: Apply resourcefulness daily. Build problem-solving skills. Prep for bigger challenges.

🔄 Practice Makes Perfect: Resourcefulness improves with practice. Challenge yourself. Think creatively. Improve sales strategies.

Let me take you on a journey back to my days in the military and later pilot training, where I learned some of my greatest lessons in resourcefulness. You don't need to enlist or take flight to apply these lessons in your life or your team.

Picture this: I'm in the Air Force, and the first lesson they drill into us is attention to detail. I spent hours polishing my combat boots by hand until they shone like a mirror, then sealing them with floor wax. They were a masterpiece, but somehow, they were never perfect. There was always a flaw to be found, despite my painstaking efforts. This same scrutiny applied to everything - our beds, uniforms, even haircuts. Nothing was ever quite right, and inspection was a hurdle we often stumbled over.

This is how the military trains people. It teaches us that even the smallest details hold immense value. A lesson my good friend learned when he turned left down a road, avoiding an IED explosion, all because he picked up on the smallest cues that something wasn’t right.

I learned this lesson in a different way. I replaced a flashlight battery before a flight, even though I had never needed it before. That night, I lost all power while flying in total darkness. That 'insignificant' flashlight may have saved my life.

These experiences taught me that every little thing matters, and that's a lesson we can all apply in our lives and careers.

So how do you train yourself or your team? Here are my top 3.

1. Be Confident: Practice your sales pitch in front of a mirror, on camera, or on stage to boost your confidence.

2. Keep Learning: Dedicate 30 minutes each week to professional development. Read, watch videos, listen to podcasts, reflect, get a mentor, and grow.

3. Be Proactive: Identify and reach out to develop 3 potential leads each day. You can also spot at least one thing daily to take immediate and decisive action. Things that smolder often burn.

Now if you want to develop resourcefulness with your team, here are a few ideas:

1. Simulate & practice: Role-play before your call. Develop a range of outcomes, discover how to assess the situation, and develop an action plan when you’re in the moment.

2. Do recon of your customers and competition: Learn from your customers and competition. What are your competitors doing that you are not? Visit builtwith.com to see a company’s tech stack and how it might be scaling success. Use the free plan at Mail Charts to see what their marketing messages look like.

3. Develop resilience: Teach your team that it’s OK to make mistakes and to talk about them. I maintain an after-action reporting log where my team logs our mistakes. We talk about them, and we keep a record of them. Over time patterns may develop, and we realize that something in a process needs fixing or new approaches are needed. Encourage open collaboration and creativity to see setbacks as growth opportunities.

Remember, resourcefulness is a journey, not a destination. With persistence and the right mindset, you can cultivate this valuable skill and reap its many benefits in your sales career. 🚀 


Saturday was the 75th anniversary of the Berlin Airlift. I lived in West Germany during the Cold War and will never forget my visit to Berlin, which was still occupied then. It was a city painted in black & white in the occupied zones, vibrant in the free zones.

After World War II, the city of Berlin was divided into sectors controlled by the United States, Britain, France, and the Soviet Union. In June 1948, the Soviet Union blocked all ground access to West Berlin, which was controlled by the three other powers, to gain full control over the city. This left the people of West Berlin without access to food, medicine, and other essential supplies.

It was a moment of resourcefulness in action and a series of small actions that profoundly impacted the world. It started with General Lucius Clay. General Clay was responsible for the American Sector, but he had been training his whole life to make decisions that, at the time, seemed insignificant.

He held many civil and military engineering assignments in the 1930s overseeing the construction of dams and airports. He solved problems. Lots of them.

So when Berlin was choked off from the rest of the world, Clay came up with the idea of the airlift. He didn’t go to President Truman for approval. He just did what needed to be done. There are a few parallels to our discussion on resourcefulness to highlight:

Flying into Templehof through a route known as the bear claw. 78 pilots died during the airlift.

Innovation and Adaptability: The Allies had to quickly develop a new strategy when the usual supply routes were blocked. They turned to air transport, which at the time was still a relatively new and untested method for delivering supplies on such a large scale.

Problem-Solving: The Allies faced numerous challenges during the airlift, from bad weather to limited resources to Soviet interference. They had to constantly solve problems and find ways to keep the operation going.

Persistence: The Berlin Airlift lasted over a year, much longer than expected. The Allies remained committed to their mission despite the many difficulties they faced.

Teamwork: The success of the airlift depended on the cooperation of thousands of people, from pilots to air traffic controllers to the people of West Berlin themselves. Everyone had to work together to make the operation a success.

The Berlin Airlift is a testament to what can be achieved when people are resourceful and determined. It's a reminder that even in the most challenging circumstances, there are always ways to find solutions and achieve our goals. This lesson is as relevant to sales as it is to any other field.


Last week a major cybersecurity attack on the US government occurred. In the ever-evolving digital landscape, cybersecurity has become a critical concern for all businesses, including sales. As sales professionals, we handle sensitive customer data and company information daily. Our role makes us a potential target for cyberattacks, and it's our responsibility to protect the data entrusted to us.

One of the most insidious cyber threats we face today is Pegasus, a powerful spyware developed by the NSO Group in Israel. Originally created to help governments combat crime and terrorism, Pegasus has been used in ways that far exceed its intended purpose.

Pegasus is a type of malware that can infiltrate a device with a single click or even no click at all. It has recently been used to spy on journalists, human rights activists, and government officials. Once installed, it can access and transmit personal data, record calls, and even control the device's camera and microphone.

The danger of Pegasus lies in its ability to exploit vulnerabilities in our devices' operating systems. For instance, it can exploit a function within iOS memory called JBIG2stream::readtextregionseg, which was originally designed to process images. By disguising itself as a harmless image file, Pegasus can infiltrate a device and gain control over its functions.

This may sound like a plot from a science fiction movie, but the threat is very real. And it's not just Pegasus we need to worry about. There are countless other types of malware out there, all designed to exploit different vulnerabilities in our devices.

So, what can we do to protect ourselves and our customers? Here are a few key actions:

  • Stay Informed: Keep up-to-date with the latest cybersecurity threats and trends. Awareness is the first step toward protection.

  • Be Cautious: Be wary of suspicious links and attachments, even if they appear to come from a trusted source. Remember, it can take just one click to compromise your device.

  • Update Regularly: Regularly update your devices and applications to ensure you have the latest security patches.

  • Use Security Tools: Install reputable antivirus software and keep it updated. Consider using a VPN for added security.

  • Educate Your Team: Share this information with your team and encourage them to take cybersecurity seriously.

In the face of these threats, resourcefulness is key. We need to be proactive, adaptable, and vigilant. We need to think creatively about protecting ourselves and our customers. After all, the one who can adapt wins in sales and cybersecurity. Now that’s resourceful.


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