change is for suckers

In this episode of Graphic Sales Stories, Doug thinks what worked for 20 years will work here, too, when it comes to ICP. oh is he wrong.
In this episode of Graphic Sales Stories, Doug thinks what worked for 20 years will work here, too, when it comes to ICP. oh is he wrong.
In this episode of Graphic Sales Stories, Doug thinks what worked for 20 years will work here, too, when it comes to ICP. oh is he wrong.

For those of you that don't really get what we're trying to do here, here's ChatGPT to explain it:

🧠 Sales Lesson

The sales lesson in this Graphic Sales Stories episode — “Change Is for Suckers…” — is about the danger of clinging to old methods and ignoring data-driven strategy.

Setup:
Peter explains the TAP (Target Account Profile) — a data-driven system to identify ideal customers.

  1. Conflict:
    Doug rejects the plan, insisting on his old methods and “territory knowledge.”

  2. Result:
    Everyone using TAP succeeds; Doug’s numbers lag. He blames others instead of his approach.

  3. Revelation:
    Doug never followed the program.

  4. Lesson:
    Refusing to adapt kills results. Data and process beat ego and habit.

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