I was recently listening to an episode of Smartless, a podcast full of meaningless interviews conducted by actors Sean Hayes, Jason Bateman, and Will Arnett, on which Bono was a guest. Yes, Bono … the Bono of U2. So, I had to listen.
The interview was good. Bono was trying to be comical, which made him also sound a bit disengaged. Perhaps my expectations were too high. I think the guys were a little starstruck and didn’t really pull him into the mix early. However, more than halfway in, Bateman did a very good job of asking Bono about his passion today vs. 30 years ago regarding his activism. And the answer was worth the entire hour. Heck, it was worth ten hours.
Bono thoughtfully worked through this question and ended with something like: “I still have just as much passion about these issues. Thirty years ago, I would knock down any door in my way. Today I look for a key, and many times the door is unlocked.”
Although not nearly as romantic as the global issues Bono is trying to fight, his metaphor works perfectly for sales professionals trying to prospect today versus 30 years ago. It used to be about banging down those doors. Making as many calls as possible and forcing yourself into accounts through persistence. Today, salespeople must look for a key. They must be smart and strategic and yes, passionate about finding new business. Persistence is still critical, but it must be smart persistence.
Stop thinking about getting in the door. Start thinking about finding the key.
