💃 The Steel Man and Salesforce Consultants 🕺

Good morning, Salesforce Nerds! Straw man arguments have become the norm in today’s environment 😢.

But a Salesforce consultant attempting to straw man will be easily exposed in implementation - where time 🕰 and cycles 🔄 surface the truth 💯.

With nowhere to run 🏃, and nowhere to hide 🫣, enter the Steel Man- the Straw Man’s Bigger, Tougher, Handsome'r Brother 🕺!

The Steel Man is the exact opposite of the Straw Man, and every great consultant has the attributes of the Steel Man.

👀 See for yourself ⬇️

The Steel Man and Salesforce Consultants

• Straw Man Example

• Steel Man Example

• What Is It?

• Why Should You Care?

• What It's Not

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STRAW MAN EXAMPLE

Sierra the CEO is considering changing her company’s CRM. Salesforce is high on their list of replacement candidates! She engages with Sadie the Salesforce AE.

Sadie:

Sierra, you need to switch to Salesforce!

No other CRM has the plethora of features and functionality that Salesforce has.

With APIs, Service Cloud that seamlessly integrates, and, of course, industry-leading AI 🤖 tools, Salesforce is the best solution for you!

STEEL MAN EXAMPLE

Same scenario- Sierra the CEO needs a CRM change. But this time, Sadie the Salesforce AE takes the Steel Man approach!

Sadie:

Sierra, your current business process and CRM have gotten you this far.

A Salesforce implementation is challenging and you need to consider the implementation costs in addition to the licensing fees. And your growth as a company will also include growth in your licensing costs, as you hire more salespeople.

We applaud you for doing your diligence on Salesforce as a replacement solution. Salesforce is a great solution to scale on, with APIs, a seamless integration with Service Cloud, and we have amazing AI 🤖 solutions, as well!

Our nearest competitor is Microsoft Dynamics. This would be a reasonable choice if you were already using Azure solutions, but since you’re not, it is hard to make the case to go that direction.

WHAT IS IT?

What is Steel Man

The Steel Man argument is the strongest 💪 arguments for both sides.

Conversely, the Straw Man cherry picks 🍒 the weakest case and presents that as THE case. In other words, a bit of a misrepresentation.

Salesforce consultants- which of these is going to be the basis for your long-term relationship with your client?

WHY SHOULD YOU CARE?

Three reasons you should care about the Steel Man

1) Builds Trust

When your client is provided the strongest case for all their options, they are set up to make the best decision possible. The essence of a consultant is to help executives make good decisions 💯.

2) Differentiates You

The straw man argument is the default these days 🙄. You bringing the Steel Man to the table is going to make you the shiny ✨ thing in a dull room. A customer doesn’t want to be sold on Salesforce. A customer wants to choose the best option!

3) Personal Success

Some of the most successful people in the world credit steel manning for (at least a part) of their success

WHAT IT’S NOT!

Steel manning is NOT

❌ Looking for a fight. If there is an obvious YES, then leave the steel man at home. “Should I breathe air?” Yes. Yes, you should breathe air. Not every issue has two sides.

❌ Contrarianism - you’re arguing BOTH sides. Not champion-ing the less popular side.

❌ Brainstormed in front of the client. If you intend to Steel Man, prepare your case before presenting to your client 💯.

It is worth repeating - not every issue has two sides. Don’t bring Steel Man to a party they’re not invited to!

The intent is to setup your clients for success, not to add unnecessary friction 💯.

SOUL FOOD

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