If you know the enemy and know yourself you need not fear the results of a hundred battles.
-Sun Tzu
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Full of instructions on ancient military strategy how-to's;
many are still applicable to today's enterprise sales |
Above is a quote from Sun Tzu. It's underlining the importance understanding not only about your enemy but about yourself. We all tend to think that we know ourselves well and become overly confident with our capability. Sun Tzu is pointing out this common pitfall of not knowing oneself well enough. Even though you may know everything about your enemy, if you don't have brutally honest understanding of your strengths and weaknesses, you are likely to fail because of not knowing yourself.
This quote is equally applicable to sales as well. If you know your customer, competitors and yourself, you need not fear the next hundred quarterly targets.
