A for avoiding abstraction is summarized by the following:

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Can you acquire conviction overnight? No, but you can develop it quicker than you might think. The secret to generating conviction that leads to massive sales pipeline is to get as close to your customers as you can.

Participating in training exercises, reading case studies, and listening to testimonials can provide a head start but, much like learning to fly a plane by spending time in the simulator, the real secret to conviction is firsthand contact with customers and developing your own street-level perspective of the value your solutions can add.

In the book Leaders Eat Last, author Simon Sinek discusses the concept of abstraction: the idea that the further away you are from something, the less context, conviction, and impact you can have.



“As social animals, it is imperative for us to see the actual, tangible nepal telegram data impact of our time and effort for our work to have meaning and for us to be motivated to do it even better. When we are able to physically see the positive impact of the decisions we make or the work we do, not only do we feel that our work was worth it, but it also inspires us to work harder and do more.”

Adam Grant, a management professor at the Wharton School of Business, conducted an experiment to highlight the power of getting close to your target audience and removing abstraction.


In it, he sought to boost the efforts of the school’s fundraising department by having students who received scholarship-funded donations share firsthand stories of how the scholarship they received changed their lives. The result: a 400% increase in average weekly donation revenue in the following month alone.