Sales and Marketing Optimization is a process that identifies specific opportunities to leverage available resources in order to generate incremental sales, revenue and profits. Why spend more money to generate leads when you can focus existing resources on current opportunities and generate additional sales?
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Maybe you've increasingly heard from B2B technology companies about the increasing importance of the Sales Operations function....
But what does it mean and how can if effect your business? This presentation provides a high level framework to unpack the question "What is Sales Operations" and how can you use it to drive growth in your business.
Using FME to prepare RF software output for use by the business user. Also using FME regionalization to overcome Google Earths performance limitation with respect to both volume of data and resolution of polygon data. Outputting both KMZ files as well as xls files for use by sales managers and sales associates in field sales of Wifi internet access using connected mobile device.
Sales and Marketing Optimization is a process that identifies specific opportunities to leverage available resources in order to generate incremental sales, revenue and profits. Why spend more money to generate leads when you can focus existing resources on current opportunities and generate additional sales?
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Maybe you've increasingly heard from B2B technology companies about the increasing importance of the Sales Operations function....
But what does it mean and how can if effect your business? This presentation provides a high level framework to unpack the question "What is Sales Operations" and how can you use it to drive growth in your business.
Using FME to prepare RF software output for use by the business user. Also using FME regionalization to overcome Google Earths performance limitation with respect to both volume of data and resolution of polygon data. Outputting both KMZ files as well as xls files for use by sales managers and sales associates in field sales of Wifi internet access using connected mobile device.
Changing Sales Force Behavior To Achieve High PerformanceAmitai Givertz
Slides from an AMG Executive Briefing that revisits "Changing Sales Force Behavior to Achieve High Performance" originally published by Accenture in September, 2003
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
Optimization Evolution: for sales in the present and challenges of the future...Altima x Konversion
With so much growth in the eCommerce space, businesses are constantly trying to upgrade and optimize their websites. Many turn to a full re-platform when sales or growth have stalled, but do so without fully understanding their current issues or without having concrete metrics for success. This session will use the Tough Mudder eCommerce website as a case study to discuss how you can go about analyzing your eCommerce site, what types of A/B optimization tests might help you make improvements, and how to approach a redesign to increase sales.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
7 Habits of Highly Effective SalespeopleQamaru Dheen
Ask a dozen salespeople and you’ll most likely get back two dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like charm or the size of client lists, you’re barking up the wrong tree. Look at the basics — the simple stuff that sales professionals overlook from time to time. Things like the ability to listen carefully, respond correctly, and approach clients not as a sale but as people you want to know and help solve problems. These are the things to focus on in order to bring more value and visibility to your career. While they are common sense, these methods are often the first ones we forget to use.
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior and practice management. We like to call these The 7 Habits of Successful Salespeople. If you can get your people to adopt these 7 habits, you will be amazed at how their sales improve.
Employee Communities: Community Centric ChangeJoyce Hostyn
Customer Experience starts with the employee experience, but changing the employee experience can be very difficult. Most change methods are still based on an outdated top-down rational view of organizational change. How can we rewire organizational DNA to create great customer experiences? How can we shift the hearts, minds and behaviors of every employee? These are the questions we're wresting with as we rethink our approach to employee experience. Our new strategy is centered on an employee community of peers that we are promoting through internal content marketing. It might be working. Presented at CXPA Members Insight Exchange.
EMMRI2022 - Nicoletta Carboni - Research Infrastructures branding and positio...Nicoletta Carboni
This word was presented in the frame of EMMRI - Executive Master in Management of Research Infrastructures, at the University Milano Bicocca, with a focus on:
• Brand strategy: key elements and steps;
• Mapping stakeholders;
• Choosing the right communication channels to maximise impact;
• Planning an effective communication campaign: case study;
• An insight on digital communication.
Objective of the module on "Raising awareness of Research Infrastructures" was to provide participants with an adequate understanding of all the key issues related to communication and raising awareness in a research infrastructure. The module helped participants to analyse the communication process, its tools and styles, in order to create value (brand, reputation).
Changing Sales Force Behavior To Achieve High PerformanceAmitai Givertz
Slides from an AMG Executive Briefing that revisits "Changing Sales Force Behavior to Achieve High Performance" originally published by Accenture in September, 2003
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
Optimization Evolution: for sales in the present and challenges of the future...Altima x Konversion
With so much growth in the eCommerce space, businesses are constantly trying to upgrade and optimize their websites. Many turn to a full re-platform when sales or growth have stalled, but do so without fully understanding their current issues or without having concrete metrics for success. This session will use the Tough Mudder eCommerce website as a case study to discuss how you can go about analyzing your eCommerce site, what types of A/B optimization tests might help you make improvements, and how to approach a redesign to increase sales.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
7 Habits of Highly Effective SalespeopleQamaru Dheen
Ask a dozen salespeople and you’ll most likely get back two dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like charm or the size of client lists, you’re barking up the wrong tree. Look at the basics — the simple stuff that sales professionals overlook from time to time. Things like the ability to listen carefully, respond correctly, and approach clients not as a sale but as people you want to know and help solve problems. These are the things to focus on in order to bring more value and visibility to your career. While they are common sense, these methods are often the first ones we forget to use.
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior and practice management. We like to call these The 7 Habits of Successful Salespeople. If you can get your people to adopt these 7 habits, you will be amazed at how their sales improve.
Employee Communities: Community Centric ChangeJoyce Hostyn
Customer Experience starts with the employee experience, but changing the employee experience can be very difficult. Most change methods are still based on an outdated top-down rational view of organizational change. How can we rewire organizational DNA to create great customer experiences? How can we shift the hearts, minds and behaviors of every employee? These are the questions we're wresting with as we rethink our approach to employee experience. Our new strategy is centered on an employee community of peers that we are promoting through internal content marketing. It might be working. Presented at CXPA Members Insight Exchange.
EMMRI2022 - Nicoletta Carboni - Research Infrastructures branding and positio...Nicoletta Carboni
This word was presented in the frame of EMMRI - Executive Master in Management of Research Infrastructures, at the University Milano Bicocca, with a focus on:
• Brand strategy: key elements and steps;
• Mapping stakeholders;
• Choosing the right communication channels to maximise impact;
• Planning an effective communication campaign: case study;
• An insight on digital communication.
Objective of the module on "Raising awareness of Research Infrastructures" was to provide participants with an adequate understanding of all the key issues related to communication and raising awareness in a research infrastructure. The module helped participants to analyse the communication process, its tools and styles, in order to create value (brand, reputation).
Ebook the essentials of sales and marketing alignmentKenny Wyckmans
eBook: The essentials of Sales & Marketing alignment
85% of best in class companies are aligning Sales & Marketing to improve their business. Are you next?
This free eBook will help you to:
- Get planet Sales and planet Marketing to speak the same language
- Enable a better lead conversion
- Measure & optimize team performance
- Discover how d!NK tools enable Sales & Marketing alignment
http://dink.eu/essentials-sales-marketing-alignment/
Why does there seem to be a gap between management and IT when it comes to Agile? Why is Agile still sometimes viewed as an "IT initiative"? And what can we do to start bridging this gap? In this presentation given at XP Days Benelux 2012, Tiago Garcez tackles these questions and more.
When it comes to crafting their narrative many brands make this simple mistake: they add more just for the sake of it. Building a Strong Brand Narrative lays out the formula - Story, Visual and Content with statistics, best practices and examples.
Finding Charisma: The Secrets To Becoming Design OrientedKelsey Ruger
The phrase design-driven seems to be used a lot these days and companies everywhere are touting their “design-driven culture”. What does that mean? For a lot of companies it means having an awesome design team, simple user experiences or awe inspiring design. The reality is that these views couldn’t be further from the truth. Being design-driven means creating a culture that centers on people and drives a share understanding of what it takes to make your company truly lovable. In this session Kelsey Ruger will share insights on the steps you can take embrace design by systematically making it a part of your company’s culture. You’ll learn the critical components you will need to build and maintain a culture of design.
A talk given to University of Washington HCDE Program introducing how design thinking offers a toolkit for the 21st century "4C" skills of collaboration, communication, creativity and critical thinking
Lo scorso 3 dicembre, nella evocativa cornice della sede Microsoft Italia a Milano, si è svolto un evento davvero unico nel suo genere nel quale esperti di blockchain si sono avvicendati rappresentando alla platea il fenomeno che promette di rivoluzionare molti ambiti della nostra vita.
L’unicità non è di per sé rappresentata dal tema, oggi in grado di muovere numeri importanti per altrettanti eventi. Piuttosto sta nel aver affrontato il fenomeno tentando di creare connessioni con ambiti specifici della vita anche organizzativa.
Nel mio caso sono stato invitato a riflettere e portare contributo al bridge possibile fra la blockchain e la funzione HR. Quali opzioni sono offerte da questa tecnologia/ecosistema, e le pratiche di attrazione di supporto e valorizzazione delle Persone nelle aziende?
I sistemi tradizionali sembrano sempre più in crisi. Perchè?
Quali opportunità ci sono nella digital transformation per le funzioni HR che vogliono innovare il sistema di performance?
Le organizzazioni smart riconsegnano i pilastri "spazio e tempo" nelle mani della Persona. Quali le nuove leve di governo in questi contesti? Un libro, una tesi, un modello #SmartingUp
Il mio intervento sulla smart Organization insieme a Google nelle loro sede e EF.
Le persone sono già smart: accedono alle info, collaborano, creano insieme. E nelle organizzazioni? C'è ancora molto da fare. Qui propongo un modello di riferimento per attivare questo cambiamento.
La scorpacciata digital l'abbiamo fatta, o la stiamo facendo. Ma le organizzazioni sono diventate dei sistemi più collaborativi e social? E l'HR in questa trasformazione che ruolo può giocare?
Ancora un occasione per parlare di questo tema in un bell'evento che si è svolto a Roma lo scorso 9 giugno 2016.
Stay calm and unleash your social organization!
Le organizzazioni cambiano, la funzione HR può rimanere quella di sempre? E verso quale direzione questa può evolvere? Quali le competenze e gli strumenti da acquisire?
Il mio contributo al tavolo di lavoro organizzato da PWC. Come cambia l'apprendimento nelle organizzazioni? Quale ruolo evolutivo per la funzione sviluppo e formazione?
Il mio intervento al Ferrara Sharing Festival del 20 maggio 2016 #FSF2016. La condivisione può diventare una competenza organizzativa? E come se ne misura il possesso? Presento un piccolo modello
Un caleidoscopio di metafore della Social Organization.
Le immagini spesso più forti delle parole coi aiutano a cogliere meglio la articolata dimensione di questo nuovo contesto organizzativo.
La nostra community "Cerchiamo la Social Organization" ha prodotto così questa esperienza di Visual Socialorg (#SocialorgHunting).
UiPath Test Automation using UiPath Test Suite series, part 6DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 6. In this session, we will cover Test Automation with generative AI and Open AI.
UiPath Test Automation with generative AI and Open AI webinar offers an in-depth exploration of leveraging cutting-edge technologies for test automation within the UiPath platform. Attendees will delve into the integration of generative AI, a test automation solution, with Open AI advanced natural language processing capabilities.
Throughout the session, participants will discover how this synergy empowers testers to automate repetitive tasks, enhance testing accuracy, and expedite the software testing life cycle. Topics covered include the seamless integration process, practical use cases, and the benefits of harnessing AI-driven automation for UiPath testing initiatives. By attending this webinar, testers, and automation professionals can gain valuable insights into harnessing the power of AI to optimize their test automation workflows within the UiPath ecosystem, ultimately driving efficiency and quality in software development processes.
What will you get from this session?
1. Insights into integrating generative AI.
2. Understanding how this integration enhances test automation within the UiPath platform
3. Practical demonstrations
4. Exploration of real-world use cases illustrating the benefits of AI-driven test automation for UiPath
Topics covered:
What is generative AI
Test Automation with generative AI and Open AI.
UiPath integration with generative AI
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Maruthi Prithivirajan, Head of ASEAN & IN Solution Architecture, Neo4j
Get an inside look at the latest Neo4j innovations that enable relationship-driven intelligence at scale. Learn more about the newest cloud integrations and product enhancements that make Neo4j an essential choice for developers building apps with interconnected data and generative AI.
Unlocking Productivity: Leveraging the Potential of Copilot in Microsoft 365, a presentation by Christoforos Vlachos, Senior Solutions Manager – Modern Workplace, Uni Systems
Removing Uninteresting Bytes in Software FuzzingAftab Hussain
Imagine a world where software fuzzing, the process of mutating bytes in test seeds to uncover hidden and erroneous program behaviors, becomes faster and more effective. A lot depends on the initial seeds, which can significantly dictate the trajectory of a fuzzing campaign, particularly in terms of how long it takes to uncover interesting behaviour in your code. We introduce DIAR, a technique designed to speedup fuzzing campaigns by pinpointing and eliminating those uninteresting bytes in the seeds. Picture this: instead of wasting valuable resources on meaningless mutations in large, bloated seeds, DIAR removes the unnecessary bytes, streamlining the entire process.
In this work, we equipped AFL, a popular fuzzer, with DIAR and examined two critical Linux libraries -- Libxml's xmllint, a tool for parsing xml documents, and Binutil's readelf, an essential debugging and security analysis command-line tool used to display detailed information about ELF (Executable and Linkable Format). Our preliminary results show that AFL+DIAR does not only discover new paths more quickly but also achieves higher coverage overall. This work thus showcases how starting with lean and optimized seeds can lead to faster, more comprehensive fuzzing campaigns -- and DIAR helps you find such seeds.
- These are slides of the talk given at IEEE International Conference on Software Testing Verification and Validation Workshop, ICSTW 2022.
Alt. GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using ...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
GraphSummit Singapore | The Art of the Possible with Graph - Q2 2024Neo4j
Neha Bajwa, Vice President of Product Marketing, Neo4j
Join us as we explore breakthrough innovations enabled by interconnected data and AI. Discover firsthand how organizations use relationships in data to uncover contextual insights and solve our most pressing challenges – from optimizing supply chains, detecting fraud, and improving customer experiences to accelerating drug discoveries.
Communications Mining Series - Zero to Hero - Session 1DianaGray10
This session provides introduction to UiPath Communication Mining, importance and platform overview. You will acquire a good understand of the phases in Communication Mining as we go over the platform with you. Topics covered:
• Communication Mining Overview
• Why is it important?
• How can it help today’s business and the benefits
• Phases in Communication Mining
• Demo on Platform overview
• Q/A
How to Get CNIC Information System with Paksim Ga.pptxdanishmna97
Pakdata Cf is a groundbreaking system designed to streamline and facilitate access to CNIC information. This innovative platform leverages advanced technology to provide users with efficient and secure access to their CNIC details.
Observability Concepts EVERY Developer Should Know -- DeveloperWeek Europe.pdfPaige Cruz
Monitoring and observability aren’t traditionally found in software curriculums and many of us cobble this knowledge together from whatever vendor or ecosystem we were first introduced to and whatever is a part of your current company’s observability stack.
While the dev and ops silo continues to crumble….many organizations still relegate monitoring & observability as the purview of ops, infra and SRE teams. This is a mistake - achieving a highly observable system requires collaboration up and down the stack.
I, a former op, would like to extend an invitation to all application developers to join the observability party will share these foundational concepts to build on:
Goodbye Windows 11: Make Way for Nitrux Linux 3.5.0!SOFTTECHHUB
As the digital landscape continually evolves, operating systems play a critical role in shaping user experiences and productivity. The launch of Nitrux Linux 3.5.0 marks a significant milestone, offering a robust alternative to traditional systems such as Windows 11. This article delves into the essence of Nitrux Linux 3.5.0, exploring its unique features, advantages, and how it stands as a compelling choice for both casual users and tech enthusiasts.
UiPath Test Automation using UiPath Test Suite series, part 5DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 5. In this session, we will cover CI/CD with devops.
Topics covered:
CI/CD with in UiPath
End-to-end overview of CI/CD pipeline with Azure devops
Speaker:
Lyndsey Byblow, Test Suite Sales Engineer @ UiPath, Inc.
A tale of scale & speed: How the US Navy is enabling software delivery from l...sonjaschweigert1
Rapid and secure feature delivery is a goal across every application team and every branch of the DoD. The Navy’s DevSecOps platform, Party Barge, has achieved:
- Reduction in onboarding time from 5 weeks to 1 day
- Improved developer experience and productivity through actionable findings and reduction of false positives
- Maintenance of superior security standards and inherent policy enforcement with Authorization to Operate (ATO)
Development teams can ship efficiently and ensure applications are cyber ready for Navy Authorizing Officials (AOs). In this webinar, Sigma Defense and Anchore will give attendees a look behind the scenes and demo secure pipeline automation and security artifacts that speed up application ATO and time to production.
We will cover:
- How to remove silos in DevSecOps
- How to build efficient development pipeline roles and component templates
- How to deliver security artifacts that matter for ATO’s (SBOMs, vulnerability reports, and policy evidence)
- How to streamline operations with automated policy checks on container images
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Securing your Kubernetes cluster_ a step-by-step guide to success !KatiaHIMEUR1
Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
3. THE CONE OF POWER
IT’S A THINKING MODEL EXPLORING THE CAPABILITY OF AN ELEMENT IN THE
SYSTEM TO CHANGE THE ENVIRONMENT SURROUNDING
EVERY ELEMENTS IN EVERY SYSTEM
NATURE
SOCIAL ENVIRONMENT
ECONOMIC ENVIRONMENT
4. THE CONE OF POWER
AND OF COURSE…FOR HUMAN BEING
5. THE CONE OF POWER
HOW DOES IT WORK...
things in the cone of power are directly manageable by the
individual...but, which is the first element we find in the cone??
MYSELF!
6. THE CONE OF POWER
HOW DOES IT WORK...
ME AND MY SKILLS AND
ATTITUDES
Values
Attitudes
Competences
Role
Motivation
Talents
Technicalities
Customers
Team
7. THE CONE OF POWER
HOW DOES IT WORK...
what’s there out of the cone?
Competences
Value
Attitudes
Role
Motivation
Talent
Technicalities
I CAN MANAGE
I CAN INFLUENCE
8. THE CONE OF POWER
how to change the system if my “power” is inner the cone?...
COLLECT MY CONE WITH THOSE OF PEOPLE IN MY
NETWORK
9. THE CONE OF POWER ...TOWARD THE TEAM
we need the cone of other elements in the system...
...people in network break the individual’s cone generating a powerful
team
12. TEAM ENABLING PEOPLE
WE AREN’T A BRAIN IN THE DESERT...
THE PARADIGM IS CHANGED!
SINCE YESTERDAY
Product development
Sales
Customer
Brand reputation
13. TEAM ENABLING PEOPLE
WE AREN’T A BRAIN IN THE DESERT...
THE PARADIGM IS CHANGED!
TODAY
Product development
Brand reputation
CustomerSales community
14. TEAM ENABLING PEOPLE
WE AREN’T A BRAIN IN THE DESERT...
THE PARADIGM IS CHANGED!
THE SALESMAN WAS:
- a door between company and
customer
- a node of the value chain
- a lonely man facing its piece of
business
Product
development
Sales
Customer
Brand
reputation
Customer
Product development
Brand reputation
Sales community
THE SALESTEAM IS:
- a bridge between company and
customer
- a cloud producing value
- a community facing entire
business
15. TEAM ENABLING PEOPLE
WHAT’S THE STRENGTH OF
NETWORK
Strengthen market
approach
Strengthen problem
solving
Innovation generation
Cross function/region
mutual support
Ideas and best
practices sharing
Self motivating
team
16. TEAM ENABLING PEOPLE
but remember!
don’t leave any open
link...any member is
important
It requires efficient,
consistent and continuous
communication
It need a unique purpose
the team has to
be “nurtured”it needs to be
managed
it requires the right
tools
17. TEAM ENABLING PEOPLE
THIS IS OUR WORK IN THESE 2
DAYS
Find solution to stay in
contact
Write a purpose
Find right action to “nurture”
the team
Write rules to manage the
team
Choose the right tools to
enable the team
18. SOME TIPS FOR ENABLE YOUR WORK
Put aside for a moment
your role and experience
We need person experiences and
insights
Come up with ideas
Collaborate each other
Think a visionary goal but write a pragmatic
plan
every elements in several system. but here we want focus us on the human being. individual in the economic system
every elements in several system. but here we want focus us on the human being. individual in the economic system
myself
every things we can manage directly
every things we can ’ t manage directly, but influence. so we have two dimension: an are where we can manage directly and another where we can influence
how we can influence? putting close each cone present in the system
also if the evolution has delivered us the best brain in nature, we are not alone, and we don ’ t face the challenges alone
w
the system was like an arrow from production and customer. each nodes was commit in a short peace of value chain.
the customer is more informed, and knows very well product and company. the organization is non longer a chain, but a real community, where people managed togheter product devolpment and brand reputation.