I ‘ll let the video talking
I ‘ll let the video talking
Long after I delivered my talk on “Psychology and Science of selling” various issues are still ringing in my head. While watching this Ted Talk by Amanda Palmer I could instantly connect it with the job of a sales person.
I didn’t know about Amanda Palmer till I watched the Ted Talks and then I briefly read about her.
Her Ted Talk about ‘The art of Asking’ took me back to my thoughts on ‘Psychology and Science of selling’. I wanted to address the question on why people are afraid of selling, what are those fears and how can I help people become better at sales. Among the things that I had heard from people who are afraid of selling was this huge resistance to ‘asking something’ from people.
I could instantly connect with Amanda’s view that if we ask we get it. I realized how effectively she has leveraged crowdsourcing. How she is able to organize gigs in less than 24 hours ( read about it on her blog here) just by asking.
It is so important in sales role to be asking – asking for information, asking for purchase order, asking for referrals. At the same time we have to approach it very confidently. We need to remove the notion that asking is akin to begging. We need to be clear that we are also giving something in return so it is absolutely fair – the point Amanda has highlighted in her experience with the family in Miami neighborhood. Same thing in sales cycle – as a sales person we are brining something valuable to the table and we are asking their money in return, so it is absolutely a fair thing to do.
I found people are more comfortable when they have this feeling of ‘giving’ (at least in Asian culture). We need to realized that sales is not just about asking we are also giving something in return but unless we ask we will not get an opportunity to ‘give’.
I wrote this blog first for my company’s website.
We all know how IT has become center stage of business transformation in last few years. It has its own challenges that are unique and at the same time has opened up new opportunities.
The senior IT executives have to deal with operational and strategic level challenges all the time. On one hand there are project delivery, cost management, resource management, vendor management issues on the other hand there are other strategic challenges such as aligning IT to business needs, creating a roadmap for business transformation through IT, keep pace with new technologies and protect the bottom line while doing all the above.
Being in the IT industry for more than 22 years, I am able to understand how challenging it is to satisfy the constant demands from businesses.
I just wanted to share with you two trends that I foresee would be the foundation of enterprise computing (that would replace traditional IT ) and how we can help you.
Open source is one of the key technologies that has shaped the enterprise IT and now shaping the consumer IT. Actually with BYOD kind of trends, the consumer and enterprise IT is converging. I do not have to tell you how Linux, middleware such as JBoss, database such as PostgreSQL have come to become trusted technologies in large enterprises. The major stock exchanges, telecom companies, banks and technologies companies such as Google, Facebook, Salesforce etc, have embraced open source technologies to drive business needs.
We certainly see the bright ‘clouds’ on the horizons, as a new technology that we think would shape the coming few years of IT and business. Cloud computing does not mean putting everything on the public cloud. We certainly see big merits in bringing the cloud computing as a way of managing IT infrastructure inside your data centre. The agility, flexibility and scalability (both – up and down) this model brings, is what all the CIOs and CEOs have been looking for.
We, as a boutique consulting company are specialized in helping companies bring about business transformation by use of open source and cloud computing technologies.
When I was discussing the challenges of growing our business and hiring people, I said that our priority was to build the capability first and we can build the capacity later on. When I thought about this statement more, I realised that many organisations go through this challenge. Very often we have to take decision about hiring people in a given budget.
For example, the question that I was trying to address was whether to hire 2 people at entry level skills versus hire only 1 at an expert level.
With 2 people, it lowers our risk of failure (seemingly), it also allows us to regulate the cash flow.
On the other hand hiring one expert and having a cash outflow equivalent of two, increases the risks, if things don’t work out.
However the key question for me was more about capability vs. capacity. 1 expert gives us capability and 2 entry level skills gives us capacity. Based on the current needs I decided to go for ‘capability’ building.