Here's one of my favorite quotes, "The perfect is the enemy of the good", by Voltaire. I like this because it resonates well with us salespeople. We are always striving to stay in balance - in our personal lives and in our sales efforts. Never is this truer than when we are thinking about the question of, "how much research is enough?" We know we need enough research to develop a compelling fit and message, yet we don't want to get so bogged down with our research efforts that we never get around to selling. Finding the balance is critical, and that's one reason why I appreciate the POSI grids so much. Something so simple can really help keep me on track. If I can fill out the grid effectively, I feel like I can present effectively. Works for me!