Blending Strategy & Tactics and the Modern Day Marco Polo

Welcome to the Inside: Sales Enablement Podcast Episode 45

A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus.

Doug joins the podcast to talk about the changing sales landscape and how Orchestrating success with sales, marketing, and operations leaders requires bridging the gap between their company’s business strategy, and the way customers need to buy.

This creates space:

• Between your company and your customers
• Between your growth plans and activities to drive quarterly results
• Between accomplishing goals and driving daily priorities
• Between the sophistication of know-how and the simplicity of action
• Between managing individual contribution and customer experiences
• Among specialized functional departments

Companies are structured in hierarchical functional silos making them unable to react quickly to the business landscape.

Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

EPISODE TRANSCRIPT:

Intro 00:02  

Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

Brian Lambert 00:33  

I'm Scott cantucci, Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

Scott Santucci 00:49  

Together, Brian and I have worked on over 100 different kinds of sales and a one end initiatives as analysts, consultants or practitioners. We've learned the hard way What works? And maybe what's more important, what doesn't?

Unknown Speaker 01:04  

That's great. I guess it's been really hard lately.

Brian Lambert 01:08  

That's got to take us up with a centering story. We're bringing back our centering story, a couple of podcasts and panel discussions and our listeners are clamoring for a story, Scott, I think it's time to go back in history. I can feel it. What do you got for us?

Scott Santucci 01:24  

Well, this time, we're gonna have to go way back the Wayback Machine. And I'd like us to imagine what the year 1271 was like.

Brian Lambert 01:35  

Wow, yeah.

Scott Santucci 01:37  

Good times, right. This is pre pleg. Europe, by the way. So good, you know, good stuff. In 1271, a 17 year old left Venice, with his father to go off to China. And who was that person? Well, that's what people today know as Marco Polo, and Marco Polo is not famous for that pool game. Follow. That's, that's not what he's about. That's not what he's famous for. He's actually famous for his time spent in China. So we remind ourselves that in Europe during 12, you know, 1271 right when when our when our story is that the largest cities in Europe had about 20,000 to 40,000 people that was considered a huge city and European standards. And the big thing that was emerging here was the mercantile system. So trade, and the Venetians were probably the biggest innovators of that. So they, if you know about Venice, it's this little island. They have great shipbuilding. So they sail all over to establish trade routes. And one of the things of course, you want to always stop washes trade with China because China has has silk between 1271 and 1295. He spent a lot of time in China and what makes him particularly important is that he caught the attention of kubla Khan and Quba Khan was basically the Emperor of China at that time. And Koopa Khan somehow got impressed by young Marco Polo. so impressed he was impressed by he was he thought he was witty. He was impressed by his humility and his curiosity.

And what's so fascinating about this is Quba Khan basically gave Marco Polo this Emperor's pass into all at all China, he could go anywhere. And with a with a military support bond, I mean, he could do what ever he wanted. guba Khan was so impressed by Marco Polo Khan and he represented China. As an ambassador to India, and Burma, so what? because of who he was because of his intellect. And because of his curiosity, he captured a lot of stories. When he got back in 1295, he got back to eventually got back to Venice. And Venice was at a war with Genoa. So we've got to keep in mind during this period of time, these were city states, right? So, Genoa is where Christopher Columbus is from, by the way, is a city just, you know, on the other side of the peninsula of Italy, and they were at war. And within a year of coming back home after being gone for 25 years, he gets captured by the Geneses. And so while he was in prison, he wrote about his his stories. And his stories were so impactful. Because they tell they told they told stories about an accounts of how Chinese cities were had running water and sanitation. They had over a million people in many, many of the cities, which was incomprehensible for anybody in, in western civilization to understand but the accuracy and the depictions made people become curious. They're the economy that China had they were the first people to go to a paper currency or a fiat currency is that kind of economics called it and a lot of those principles. The event the mediation use behind their form of currency, which is the Duckett, which became the standard for many many years before was replaced for the foreign. And another interesting thing about that is Marco Polo influences. A lot of us associate pasta with Italian cuisine, but they actually got that from the Chinese. So that's, that's my, that's my centering story is a go off to foreign lands, get some, get some different information, put things together, come back, and if you You're really curious and positioning a different way. You can start laying the seeds for, say, maybe a resin Renaissance.

Brian Lambert 06:10  

Nice. So this is very exciting. Not only have I learned where pasta really came from, we're also going to get to use our new sound effect that we recorded with our panel, Scott and that's the So what does this have to do with sales enablement?

Scott Santucci 06:26  

Well, that's a good question Brian's and taking a big step back, we can focus in sales enablement, professionals on the daily tactics and what we do and what our jobs are. Or we can take a step back and look at the overall patterns and one of the overall patterns is we're responsible for change. We're responsible for finding new ways of doing things we're responsible for getting a lot of other people together we're responsible for orchestrating a lot of people in the reason I like the story is it highlights how big some of the gaps are between different worlds. So let me elaborate on that a little bit. So we talked a little bit about Cuba Khan. And I don't expect everybody to know, middle age Chinese history, but could what's how you might recognize that name guba Khan. He's the grandson of somebody called jingis Khan. And Ganga is Khan just two generations ahead, lead a massive slaughterhouse. So one of the most ruthless and effective leaders of of all time, and he threatened much of Europe as a matter of fact, he threatened a lot of elements of the of the Roman Empire, the Byzantine side and it created a lot a lot a lot of problems.

So you have this overall fear or belief that these Mongols all all in Western Europe, have a shared view that the Mongols are this horde is barbaric horde of people ride on horseback without, you know, holding their meat together between their legs to and that that and they ate that raw meat, but they were seasoning it so repulsive. And that's what the Western culture thought. Here Marco comes back, Marco Polo comes back, and he's telling all these stories about Cuba Khan, who everybody knows is the grandson of Genghis Khan, and this massive civilization that he's got going on in this thriving economy. So it's, it's this huge shift of it, you know, not only is the idea of a million of a city with a population of a million people, hard to understand, or paying things with paper, just completely hard to understand.

Brian Lambert 08:47  

So this was he saw people actually people actually knew that Asia existed, or they've heard of him,

Scott Santucci 08:55  

but they like maybe earth was round two, right?

Brian Lambert 09:01  

They just said never been there. So when he starts bringing back details, that's the

Scott Santucci 09:06  

well Pete they knew a lot, right? So they knew about, you know, the riches, the spices, the silk, they knew all of those things. What happened is during Quba Khan's reign, he modernized a lot of things so he built a whole new dynasty. And it's the modernization of all of these things and the thrive you know, the the period of Thrive ness and prosperity that was happening in China is just really hard to comprehend. Not only are the results card to comprehend but the fact that this is the grandson of of Guinness Khan remember in Europe at that time you were born in and your last name was Miller because that's