That won't work for us

Ever feel like your sales approach isn’t working anymore?

You’re not alone

Sales is evolving

Many of the strategies that used to work don’t anymore

But the real danger?

Ignoring change altogether

I’ve seen it happen over and over

A new idea is introduced, and someone immediately shuts it down with one phrase:

"Not in my industry"

I’ve heard it a thousand times

You probably have too

Salespeople say they’re forward-thinking, innovative, and open to new ideas… but the moment they’re asked to try something different?

"That won’t work for us"

And just like that… opportunity lost.

So let’s imagine this at work

Two salespeople. Same market. Same ideas. Different mindsets

🟤 Beige Hat: Plays it safe. Dismisses new ideas. Stays stuck.
🟠 Orange Hat: Open to learning. Willing to test. Moves forward.

Here’s how it plays out over six new ideas

Idea 1: Sell Like a Partner

Use a collaborative approach - position yourself as a strategic partner, not just a salesperson

🟤 Beige Hat: "Not in my industry"
🟠 Orange Hat : "Tried it. The conversations instantly became deeper and more productive"

Idea 2: Video Outreach

Instead of another generic email, send a short, personalized video

🟤 Beige Hat: "Not in my industry"
🟠 Orange Hat: "I got responses from prospects who ignored me for months. One even said, ‘I feel like I already know you!’"

Idea 3: Talk to Procurement Early

Reach out to procurement before you normally would

🟤 Beige Hat: "Not in my industry"
🟠 Orange Hat: "Not only were they open to it—they introduced me to key decision-makers I had struggled to reach before"

Idea 4: Push Back in Conversations

Instead of always agreeing, challenge the customer’s assumptions

🟤 Beige Hat: "Not in my industry"
🟠 Orange Hat: "I was nervous, but when I pushed back, the customer respected me more. The conversation went WAY deeper"

Idea 5: Flip the Presentation

Lead with impact, not company slides

🟤 Beige Hat: "Not in my industry"
🟠 Orange Hat: "I’ve never seen engagement like this. The prospect was hooked from the start—we barely even talked about our company, and they were already sold on working with us"

Idea 6: Shift to a Value Review (QVR)

Instead of a Quarterly Business Review (QBR), focus on the impact you’re creating for the customer

🟤 Beige Hat: "Not in my industry"
🟠 Orange Hat: "Game changer. Instead of just reviewing past numbers, we talked about future projects. Two new deals came out of it!"

Same ideas. Same market. Different results.

The Beige Hat salesperson plays it safe… and stays stuck

The Orange Hat salesperson takes small risks… and moves forward

If you’re still saying “Not in my industry” - someone in YOUR industry is already putting on an Orange Hat 🟠

They’re standing out
They’re winning deals
They’re taking the opportunities you ignored

Which hat are you putting on today?