I’ve been thinking about “the middle” lately. Not the TV show – though I do enjoy that on the occasions I am able to watch it – but rather that average space in which too many organizations tend to find themselves. A place where it is very difficult to truly stand out and have an impact.
I often make the point when talking about the Value Ramp that too many organizations have a lot of “stuff” in the middle of the ramp and don’t do nearly enough on either end. And they are feeling it in the attrition of sales and members.
In any case, with this type of thinking bouncing around in my mind I stumbled across a piece from one of my old newsletters and – even after a gap of a few years – it still resonated with me. I decided to replay it here in the hopes that it will resonate with you as well. Here you go:
