ABSTRACT
Mike Lubin was a philosophy major in college. He was interested in learning how to solve complex problems. Lubin Lawrence was appealing because brand building is a complex problem that needed a strategic solution. Mike believes the process at its core is a way to develop a fundamental understanding of human beings. Most people in business do not know how to develop that understanding, or how to harness that insight to drive strategy. Today, many companies are technology driven. In Mike's present role, he manages the sales organization. He insists that his sales team understand and codify the fundamental beliefs of their prospects first before they attempt to sell anything. Invariably, salespeople gain insight they didn't expect, truths they never knew, that helps them reframe their approach and better manage the relationship. Mike has built metrics to measure how well the sales team understands the fundamental beliefs of prospects.
