LIME =Less Internal More External

In the intricate dance of business, especially within large organizations, it’s 𝐞𝐚𝐬𝐲 𝐭𝐨 𝐛𝐞𝐜𝐨𝐦𝐞 𝐜𝐨𝐧𝐬𝐮𝐦𝐞𝐝 𝐛𝐲 𝐭𝐡𝐞 𝐦𝐞𝐭𝐫𝐢𝐜𝐬—those cold, unblinking numbers that dictate our every move. Market share, acquisition rates, growth projections, key KPIs, forecast attainment, and budget alignment—all of these are critical. After all, 𝐲𝐨𝐮 𝐜𝐚𝐧'𝐭 𝐦𝐚𝐧𝐚𝐠𝐞 𝐰𝐡𝐚𝐭 𝐲𝐨𝐮 𝐝𝐨𝐧'𝐭 𝐦𝐞𝐚𝐬𝐮𝐫𝐞, and without a keen eye on the data, you 𝐫𝐢𝐬𝐤 𝐝𝐫𝐢𝐯𝐢𝐧𝐠 𝐛𝐥𝐢𝐧𝐝.

𝐁𝐮𝐭 𝐡𝐞𝐫𝐞’𝐬 𝐭𝐡𝐞 𝐜𝐚𝐭𝐜𝐡: if we spend too much time crunching numbers and dissecting data, we risk losing sight of the very thing that drives those numbers in the first place—the market itself. And in sales, this disconnect can be disastrous. It’s like a gardener so focused on analyzing the soil that they forget to water the plants. The field—our customers, our partners, the very people we’re meant to serve—becomes an abstract concept, distant and removed from our daily actions.

That’s why my team across SMB Americas recently coined a simple but powerful acronym: 𝐋𝐈𝐌𝐄—𝐋𝐞𝐬𝐬 𝐈𝐧𝐭𝐞𝐫𝐧𝐚𝐥, 𝐌𝐨𝐫𝐞 𝐄𝐱𝐭𝐞𝐫𝐧𝐚l. 𝘈𝘯𝘥 𝘺𝘦𝘴, 𝘸𝘦 𝘥𝘰 𝘭𝘰𝘷𝘦 𝘰𝘶𝘳 𝘢𝘤𝘳𝘰𝘯𝘺𝘮𝘴! LIME is more than just a catchy phrase; it's a rallying cry, a call to arms. It’s a reminder that if we spend too much time looking inward, we lose sight of the world outside where the real work happens. 𝐓𝐨 𝐦𝐚𝐤𝐞 𝐭𝐡𝐞 𝐦𝐚𝐫𝐤𝐞𝐭, 𝐰𝐞 𝐧𝐞𝐞𝐝 𝐭𝐨 𝐛𝐞 𝐢𝐧 𝐭𝐡𝐞 𝐦𝐚𝐫𝐤𝐞𝐭. To educate, drive strategy, and influence, we have to roll up our sleeves and get out there—with our teams, with our partners, and with our customers.

So while the numbers may tell us where we've been, it’s our 𝐩𝐫𝐞𝐬𝐞𝐧𝐜𝐞 𝐢𝐧 𝐭𝐡𝐞 𝐟𝐢𝐞𝐥𝐝 𝐭𝐡𝐚𝐭 𝐰𝐢𝐥𝐥 𝐝𝐞𝐭𝐞𝐫𝐦𝐢𝐧𝐞 𝐰𝐡𝐞𝐫𝐞 𝐰𝐞’𝐫𝐞 𝐠𝐨𝐢𝐧𝐠. And the next time we find ourselves knee-deep in another spreadsheet, let’s remember that 𝐧𝐨 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐰𝐚𝐬 𝐞𝐯𝐞𝐫 𝐰𝐨𝐧 𝐟𝐫𝐨𝐦 𝐛𝐞𝐡𝐢𝐧𝐝 𝐚 𝐝𝐞𝐬𝐤. LIME—it’s how we remind ourselves to stay in the game and keep our eyes firmly on the prize.

With this in mind, here are some key lessons and pieces of guidance for navigating both business and life:

1. Focus on What You Can Control

In any situation, there are factors beyond your control. The key is to focus your energy on what you can influence, whether it’s your own performance, the attitude you bring, or the effort you put in. Worrying about what’s outside your control wastes energy—channel it into what you can change.

2. Fail Forward

Failure isn’t the opposite of success—it’s part of the journey. Every setback is a lesson in disguise, and the faster you can learn from it, the quicker you’ll grow. Think of failure as feedback, not a verdict. It’s about how you respond to the fall, not the fall itself.

3. Relationships Matter More Than Transactions

In business, people tend to focus on deals, numbers, and the bottom line. But in reality, it’s the relationships you build that create lasting impact. Trust, authenticity, and genuine connections often open doors that metrics can’t. Invest in people, not just business. Seek to serve and all falls into place.

4. Embrace the Uncomfortable

Growth rarely happens in the comfort zone. The more you stretch yourself—whether it’s by taking on a new challenge, learning a new skill, or stepping into unfamiliar territory—the more you grow. Discomfort is a signal that you’re expanding. Lean into it. Confusion is the first sign of growth!

5. Clarity of Purpose

Know your “why.” Whether in business or life, having a clear sense of purpose is your North Star. It will guide you through difficult decisions and keep you focused when the path gets murky. When you know why you’re doing something, the how becomes clearer.

6. Be Proactive, Not Reactive

In the fast-paced world we live in, it’s easy to get caught up in constantly responding to the urgent. But long-term success comes from being proactive—thinking ahead, setting a plan, and anticipating challenges. Don’t just react to the moment; take ownership of where you’re going.

7. Adaptability is Your Superpower

In a world that’s constantly changing, the ability to adapt is essential. Whether it’s a shift in market dynamics or unexpected life events, flexibility and resilience will allow you to pivot and stay relevant. Being adaptable isn’t just about surviving change; it’s about thriving through it.

8. Don’t Just Measure, Act

Like I mentioned earlier, data is crucial—you can't manage what you don't measure. But don’t let analysis lead to paralysis. Metrics are a tool, not the goal. Use them to make informed decisions, but remember that action is what drives results. Get out of the numbers and into the field.

9. Stay Humble, Stay Hungry

No matter how far you climb, never lose sight of your hunger for learning and growth. Stay curious, ask questions, and surround yourself with people who challenge you. At the same time, humility will keep you grounded and open to new perspectives.

These lessons are all about growth, staying grounded, and making progress—whether in the boardroom or in life’s personal challenges. Keep learning, stay curious, and never lose sight of the bigger picture.

Think2Thrive