3. ONTARGET
Listened to compliments. I tried to understand where
peers, managers, direct reports, and even family were
good mirrors of my inherent strengths. I did not dismiss
compliments, but looked for them as unique skills.*
Personal Skills and Expertise
Watched my reflexes. I endeavored to identify what I am
instinctively good at doing without even noticing. I tried
to ask myself: when I feel most successful or invigorated,
what am I doing? *
I looked for confluences. I tried to not only identify
distinct skills but also any unusual intersection of ordinary
proficiencies. *
All of us have at least one disruptive skill
a capability that we are uniquely good at that sets us apart from
others.
Here is how I identified mine:
*Harvard Business Review
4. ONTARGET
Planning & Action
My Personal Skills and Expertise
Business Development & Market Expansion
Product Focus & Strategy
Technology Management
Leadership Skills
Have frequently taken me, my team and organization from vendor to welcome participant
in the board room.
My knowledge, understanding and recommendations were both heeded and welcomed.
The following skills and know-how have helped me accomplish my objectives:
5. ONTARGET
Business Development and
Market Expansion
Account Management
& Retention
Enterprise,
Carrier &
Federal
Sales
Customer Relations
Reseller &
Distributor
Support &
Development
Also Includes:
Territory & Pipeline
Development
Negotiating Long-Term
Relationships
Market Expansion
10. ONTARGET
Entrepreneurship Corporate Culture
Evolution
Focus on creativity,
tolerance for risk, and
the desire for
achievement
Rely on what is called
effectual reasoning
Attract Partners
Don’t set limits
Be an Iron Chef
All C level execs but
particularly the CEO
must own the role
as cultural leader.
An organization’s
culture can be a
true differentiator
that no competitor
can duplicate.
Changing critical
behaviors can fuel
cultural
transformation.
21st Century Stimulus Essentials & Skills
12. ONTARGET
Top 10 Trends for 2014 According to
The World Economic Forum
Rising Social Tension in the Middle East and North Africa
Widening Wealth Gap
Intensifying Cyber Threats
Persistent Unemployment
Inaction on Climate Change
If we are to effectively address the challenges
we face, decision-makers need to keep pace
and anticipate what lies ahead.
13. ONTARGET
Top 10 Trends for 2014 According to
The World Economic Forum (Page 2)
Loss of Confidence in Economic Policies
A Lack of Values in Leadership
Asia’s Expanding Middle Class
The Growing Importance of Megacities
The Rapid Spread of Misinformation Online
“Internet of Everything”
This has been big news at CES in Las Vegas. Connected
cars, smart health services, and of course the ‘conscious
home’ that Google’s acquisition of Nest for $3.2bn, has
further propelled into the limelight.
15. ONTARGET
Our Customers are Evolving -- or Should Be
It has been said that years ago companies had it easy
Whatever a company said or did was or could be
controlled and directed
Easy to present a particular notion towards their
audience.
The downside to this was that a lot of companies
started believing their own fabrications.
16. ONTARGET
What We See Today
An era of extreme transparency
I. People are using technology to become:
I. More informed
II. More connected
III.More empowered
II. Customer expectations are going through the roof
III.Today’s customers expect things that most businesses
aren’t addressing today
I. Most businesses have no idea that this change is
even taking place
II. Are not investigating possible initiatives to remedy
the situation
17. ONTARGET
The Language Of The Customer
Customer buying behavior is changing
I. Almost ubiquitous access to connected technologies
II. Answer to the problem doesn’t simply lie in the
adoption of technology
III. Technology is important. But what’s more important
I. Is that customer behavioral psychology is changing
II. Customers no longer simply expect better buying
experiences
III. They feel that they’re entitled to them
19. ONTARGET
More On The Language Of The Customer
Client Company’s Social Behavior / Culture /
Mindset Should Be Changing and Adapting at at
Least the Same Rate, if Not Faster.
Measure what a customer experience is vs. what
the customer experience should be -- the
mission becomes clearer.
Develop that clarity -- technology can be rolled-
in to help bring that experience to life.
Information needs to be packaged differently -–
May need to take a different approach to
connect with today’s customers.
20. ONTARGET
Number 1 Thought!
Be a good listener:
Don’t assume
Ask Questions
More Thoughts
Self Confident:
Able to deliver news,
good & bad
Adept at sensitive
issues
Able to simplify and
explain a problem
Still More Thoughts
A team player
Gain Client Trust
Passion for their cause
Integrity
Be a critical friend
Remember who the
star is:
Client, Client, Client
A Few Thoughts on Selling
to the “New” Client
