Moneyball 2025 sales strategy. Prioritise the channel that is most effective: “The Medium is the Message”

Above is a video for those of you who prefer that channel to reading.

The medium through which we choose to communicate holds as much, if not more, value than the message itself.

This was the startling insight that legendary communications effectiveness researcher and strategist Marshall McLuhan discovered

It is not just the content of the medium that matters

Instead, the characteristics of that medium determine its content.

Not all mediums are of equal quality / impact “Extensions of Man” (the subtitle of Marshall McLuhan’s seminal work)

So maximise GTM time/budget to the most effective sales channel.

It really is that simple.

You can apply it in your business today.

Do more of what actually matters and moves the needle as effectively as possible

Cut out unnecessary busywork

P.S. email sequence spam cannons burn more bridges than they build and there is a clear Cost to Action that is always > than the ROI of such poor sales communication channels

For a deep dive on why this is the ultimate sales effectiveness hack, see the links below:

Not sure what this is?

The evidence is undeniable

For those who like to understand the neuroscience behind why this channel is the most effective

Sales channel diversification is a mistake. Invariably

- dilution / self-deafting busy work

- delivers inferior results to focussing on best performing channel where under Pareto’s Law likely 80% of value is created from 20% of input effort

You can't do everything and there are a vast number of potential GTM channels, but you don't need to and should not even attempt to

#sales #saleseffectiveness #salesleaderhsip #saleschannel