For whom and why this format?
When[1] you are in Sales, time management is one of the most crucial skills to develop. Therefore the question "Should I invest my time in reading this blog?" should be on top of your mind. In the same way, you should always consider walking away from a prospect (when poorly qualified). It is obvious that beside your talent, your time is the most precious asset you possess. Use it wisely. If you want to put this into business terms, think ROI: return on investment.
For whom then? Any sales practitioner, sales "wanna-be," junior or senior, manager, or individual contributor should benefit from it. Either to better understand the world they are getting into, to realize that they are not alone (sometimes you feel lonely without many people to talk to), or to get some tips to improve. But also anyone interested in the untold story about B2B sales. I might not have an exhaustive view of everything. But I have read a lot, watched loads of videos, and it seems that my angle is slightly different than what is commonly available. But most importantly, because my career path is a bit unusual or unorthodox. I will explain that later.
Having this "audience" in mind is also critical for me. Because I will be writing having you in mind. In the same way that when you pitch, deliver a presentation, or negotiate, you should adapt your message (including the format, the content, and the way you dress) to your audience. If you don't, you reduce your chances of success (independently of how you have identified success in that specific scenario).
In our case here, I will try to keep it short, entertaining, and useful. I might try different formats along the way. Just like you, I spend loads of time educating myself. That time has to be well spent. Therefore I skim through loads of available materials. I reckon you might do the same. The "offer" (amount of content available) responds to the "demand" (people eager to learn), and loads of written content are now based on bullet points. I will try to keep it short. As well as light and, if possible, entertaining. And sometimes it will be willingly longer.
Why this format?
To be honest, my first objective was to write a book. Most probably being influenced by the proverb "Have a child, plant a tree, write a book." Having four children and having planted quite a few, I thought the book was the missing piece. Then I realized I had made a mistake: I was "the fool (who) looks at a finger that points at the sky."[2]. My actual objective was actually to help people by sharing my experience - call it a "Midlife crisis," ha ha - not to write a book.
“The fool looks at a finger that points at the sky”
With this true perspective in mind, a book appears to be just a means, a tool, a medium among many others available (audio, video, teaching) to reach out to people.
This format seems to offer some benefits vs. a book:
faster go to market,
capability to share resources available online,
almost instant two ways of communication (or interaction)
So here we are.
Welcome on board.
[1] The question is not “if” but “when” because we are all salespeople. We will come back to that.
[2] Quote I remember from the movie “Amelie Poulain” -