Bold Business Minds

If you are looking for a way to spice up your presentations, you might want to try Pecha Kucha. Pecha Kucha is a Japanese term that means "chit-chat" and it refers to a presentation format that consists of 20 slides, each shown for 20 seconds, while the speaker talks along. The slides change automatically, so the speaker has to keep up with the pace and deliver a concise and engaging message. Pecha Kucha was invented in 2003 by Astrid Klein and Mark Dytham, two architects based in Tokyo, who wanted to create a platform for young designers to showcase their work and network with each other. They also wanted to avoid long and boring presentations that often put the audience to sleep. They came up with the idea of limiting the presentation time to 6 minutes and 40 seconds, which is the duration of 20 slides at 20 seconds each. They called it Pecha Kucha Night and hosted it at their experimental event space called SuperDeluxe. Since then, Pecha Kucha Night has spread to over 1,00...

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. The 1980 comedy "Used Cars," directed by Robert Zemeckis, is more than just a source of laughter; it's a treasure trove of sales lessons that are still relevant today. The film follows the story of a down-and-out car salesman who is trying to save his lot from being taken over by his unscrupulous brother.  Here are some key sales lessons from the movie: The Power of Persuasion : The protagonist, Rudy Russo, played by Kurt Russell, is a master of persuasion. He knows how to play to the emotions of his customers, demonstrating that understanding your client's needs and desires can lead ...

In the intricate realm of B2B sales, the role of a presales engineer is crucial, often serving as the critical link that turns potential leads into successful sales. These technical maestros are essential in convincing discerning clients by transforming complex solutions into clear, tangible benefits, addressing the pivotal "how" that can determine the success or failure of a deal. So, how does one identify or develop such a unique combination of technical expertise and sales acumen?  Let's dive in! The Importance of the Presales Engineer Think of the presales engineer as the bridge between the abstract promise of a product or service and its real-world application for the customer.  The role of a presales engineer in understanding client needs is akin to that of a detective delving into a mystery. They engage with the client, employing active listening and insightful questioning to uncover the underlying issues that the client may not even be aware of. By identifying th...

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. "Margin Call," a gripping movie set during the initial stages of the financial crisis, provides a stark look into the high-stakes world of finance and the ethical dilemmas that professionals face. The film is not just a narrative about the financial sector but also a treasure trove of lessons for sales professionals and business leaders. Here are some key takeaways: The Importance of Transparency : The movie underscores the consequences of concealing critical information. In sales, transparency with clients builds trust and long-term relationships, whereas dishonesty can lead to disastrous ou...

Would you lie to a customer to hit target?  In a recent poll, out of the 8,432 votes, 8% said Yes, 85% said No and 7% said Maybe.  There were comments like: "Please expose the Yes answers and get them out of the industry. Its hard enough to battle negative stigmas in sales. Integrity is a key to long lasting multiple sale relationships. Liars need to get exposed." "The 8% that said yes need to be fired" "NEVER. The truth shall set you free!" This raises an essential question for all sales professionals: Where's the ethical line between effective salesmanship and outright dishonesty? In the survey I mention, there where 7,000 salespeople vehemently deny lying yet blame others, highlights the hypocrisy inherent in this debate. White Lies vs. Outright Deception "Presenting a product in its best light" is a core sales skill. Highlighting strengths and aligning a solution with customer needs is legitimate. However, there's a crucial distinctio...

The Importance of a Collaborative Work Ethic In the modern workplace, the phrase "That's not my job" can indeed come across as both arrogant and lazy. It suggests a lack of willingness to go beyond one's defined role and contribute to the team's success. This attitude can be detrimental not only to the individual's growth but also to the overall morale and productivity of the team. A collaborative work ethic is rooted in the understanding that success is a collective effort. It involves recognizing that every task, no matter how small or seemingly insignificant, contributes to the larger goal. When an employee steps up to assist with tasks outside their job description, it demonstrates initiative, flexibility, and a commitment to the company's objectives. Moreover, helping colleagues with their tasks or finding solutions to unexpected problems can foster a strong team dynamic and a supportive work environment. It encourages others to reciprocate, creating ...

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. The movie " The Wolf of Wall Street " is a tale of excess and ambition that has captivated audiences with its raw portrayal of Jordan Belfort's rise and fall in the financial world. While the film is a dramatic retelling of true events, it offers several sales lessons that can be applied in a more ethical and sustainable manner in the business world. One of the key lessons from the movie is the importance of persistence and resilience in sales . The character of Jordan Belfort, despite his unethical methods, demonstrates a relentless pursuit of success. This tenacity is something that sal...

In the ever-evolving landscape of consumer behavior, businesses are constantly challenged to stay ahead of the curve. The future consumer is not a static entity but a dynamic one, shaped by the interplay of past experiences, present trends, and future possibilities. To cater to this consumer, businesses must adopt a mindset that is at once curious, creative, and experimental. Learning from the past is crucial. It provides valuable insights into what has worked and what hasn't, allowing businesses to avoid repeating mistakes. Observing the present is equally important, as it offers a snapshot of current consumer behavior and market trends. However, the most distinguishing trait of a business geared towards the future consumer is the ability to imagine what the future could hold. This involves envisioning new products, services, and experiences that could meet the evolving needs and desires of consumers. Flexibility and agility are key attributes for any business aspiring to succeed ...

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell. Arthur Miller's "Death of a Salesman" is a poignant narrative that delves into the American Dream and the life of a salesman named Willy Loman. While it is a work of fiction, the play offers valuable lessons for sales professionals and anyone looking to understand the complexities of human ambition and failure. Here are some key takeaways: Accept Change and Adapt : Willy Loman's inability to adapt to the changing business landscape leads to his downfall. Sales professionals must be flexible and willing to embrace new methods and technologies to stay relevant. Self-awareness is Crucial...

In the contemporary business landscape, a striking paradox exists: the most successful companies are those that own the least. This trend, which defies traditional business models, is exemplified by giants such as Skype, WhatsApp, and Viber in communications; Zopa in banking; Apple, Google, and Facebook in software; Uber in transportation; Alibaba in retail; Facebook in media; Netflix in entertainment; and Airbnb in accommodation. These companies have revolutionized their respective industries without the burden of owning the physical assets typically associated with their sectors. This phenomenon raises a critical question for sales, a domain notoriously challenging due to its direct impact on revenue generation and growth. With the rise of these asset-light business models, is outsourcing sales the key to success? Outsourcing sales functions can provide several advantages. It allows companies to leverage specialized expertise, scale quickly with less risk, and focus on core competenc...