Strategic Foresight - Insights in Business and Technology

  From 7 Rules of Power: Surprising — but True — Advice on How to Get Things Done and Advance Your Career. His seven rules are:  get out of your own way — that is,  speak with confidence and do not undersell yourself,  break the rules — do the unexpected,  show up in powerful fashion — with conscious body language and actual language,  create a powerful brand, network relentlessly,  use your power — do not be afraid to wield power once you have it,  and finally, remember that “success excuses (almost) everything” — the powerful attract and retain support.”    Why Buyers chose your Customer   When buyers were asked to select their top 5 reasons for choosing the winning vendor over other vendors they considered, the top response was that the winner demonstrated a stronger knowledge of the buyer’s company and its needs (68%). (In fact, lack of knowledge of a company and its needs has separately been cited by buyers as their top deal-...

Digital Transformation Spectrum - 2011 to 2022  Sales Trigger has evolved with the Evolution of the Digital Transformation Journey from early 2011 to Post Covid.  The spectrum of Primary Sales and Transformation Triggers are highlighted below. This is my 1st draft of the digital transformation spectrum, keen to get some feedback. Core Components and Enablers Digital Transformation - Economic Model Digital Transformation - OPEX Lens from Efficiency Dividend to Enabling Revenue Generation   Digital Transformation - Pathways Digital Transformation - IT Services Landscape  

  My predictions on Macro Economic View of Australia FY23 How Humans and AI are Collaborating  The B2B Lead Gen Stumbling Blocks and How to Overcome Them Given the complex nature of B2B lead generation, it goes without saying that there are plenty of stumbling blocks that can hinder lead gen efforts. With this in mind, we’re diving into the common pain points marketers experience when filling the funnel while offering solutions that lead to better marketing results. 1. Marketing Without a Cohesive Lead Generation Strategy  2. Marketers are Focusing on Lead Quantity Instead of Quality  3. There are Gaps in Content Marketing Efforts  4. Content Marketing Isn’t Aligned with the B2B Buyer Journey  5. Marketing Efforts Aren’t Consistently Optimised  B2B buyers Transparency make Vendor Purchase Easier Research has shown that nearly two-thirds (65%) of B2B buyers felt vendors placed more emphasis on selling than they did on listening to their needs. Because o...

How to Influence your Buyers for Cloud Application Modernisation Cloud Offerings for Application Modernisation Buyers Persona Mapping with Cloud Offerings for Application Modernisation to execute the Sales Strategy  Persona Mapping from - Sellers from Mars and Buyers from Venus

 

 Evolution of Cloud Migration Strategy for IT and Business Application   Source: Gartner, BCG, CCF, Forrester

CIO Priority for OPEX Relief by Reducing Spend on  Collaboration software  Data centre build-out  Consulting  Infrastructure hardware  ERP applications CIO Priority for driving Growth by Increasing Spend on  Digital transformation  Cloud, AI, ML, RPA Cost Arbitrage levers like Outsourcing and Offshoring Data warehouse, Business intelligence, Analytics Security software 

Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"  How a Sponsoring Executive of Action Centric (Fire) Persona and Calm and Stable Persona (Earth) will engage with others.  ----- Sponsoring Executive An executive sponsor is a person in the management or an executive team responsible for driving the outcome of a proposed solution to resolve a business problem. In business-to-business sales, an executive sponsor can be on either side, at the buyer's or the seller's end.  At the buyer's end, it is primarily someone who has a keen interest in resolving a business problem or is a decision-maker and strongly influences the outcome of a sales transaction.  At the seller's end, it is primarily someone keen on growing the business by investing capital and resources.    Following are the key responsibilities of an executive sponsor at the buyer's end: • Prepare and own the busines...

Template for driving growth. Grow by Building Market Share  Grow through Developing Committed Customers and Stakeholders  Grow by Developing a Powerful Brand  Grow by Innovating New Products, Services, and Experiences  Grow by International Expansion  Grow by Mergers, Acquisitions, Alliances, and Joint Ventures  Grow by Building an Outstanding Reputation for Social Responsibility  Grow by Partnering with Government and NGOs Source:  Market Your Way to Growth by Philip and Milton Kotler

  Bridging the gap: How and why product management differs from company to company Companies, like many in New York, that are introducing solutions to mature industries tend to be sales-driven, so product teams are informed by what customers will readily buy and are measured based on output and revenue. Companies, like many in the Bay Area, that are creating new categories are generally vision-driven, so product teams are more cross-functional and iterative, and are measured based on validated learnings and outcomes. The two models on each end of the spectrum manage risk differently and, with regard to startups, offer a varied range of results. Predicated on introducing solutions to previously unarticulated problems (e.g. Snapchat), Bay Area startups and product managers are tasked with launching moonshots. Failure is more frequent and expensive but success is exponential in size. How Marketing can assist in Maximising Growth Fortunately, there's a good rule of thumb called ...

  Blockspace is best the product of 2020 Blockspace is a space on the blockchain that can be used to store information and run code. Critically, it differs from traditional computing space because the hardware is subordinate to the software, the blockchain code. These systems, when sufficiently decentralized, are more trustable — as in they can make stronger commitments — than ones controlled by centralized parties. Twitter and Musk - Wealth Creator “Entrepreneurs create wealth; governments destroy wealth. Ultimately, it’s about division of labor and specialization. Entrepreneurs specialize in creating wealth; governments should specialize in the protection of life, liberty and property; we should devote a part of our time and money to the extent we can in helping others as part of our social responsibility. Entrepreneurs sow the seed corn, we reap most of the harvest. Denying them seed corn will surely mean starvation for us.” How Leaders Can Focus and Prioritize their Wo...

Ways to Connect with your Audience Managing when the future is unclear Build your brand as a leader B2B companies fail at Content and Marketing Collaboration needs to change from Mind to Marketplace

 Tomorrows Tech Giants Tips for Social Selling AI for Product Management    Scaling SAAS Companies What Buyers need to do influence Sellers (src: Marketingcharts)

 My book Sellers from Mars and Buyers from Venus is on promotion for a short duration. 

Why selling to C level execs is challenging Manage digital transformation Ways to get referrals Lessons from scaling a product team Leadership post-pandemic How to be a super reader

No such thing as difficult people   Who wants to reboot the internet  Collaboration key to success in sales   Impact of AI Effective Sales need both vertical and horizontal alignment Enabling Customer Journeys Five growth strategies

Weekend Reading Facebook has changed its name (context: Metaverse )  Leaders need to cultivate complementary strengths Increase Business Referrals New rules of marketing Buyers Journey is becoming more like a quest

 

My upcoming book - Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales  outlines a unique way of identifying Buyer and Sellers Persona, and how to apply them in various scenarios across Buyers Map.   Excerpt from the book -- Persona Mapping with Elements - Buyer and Seller  - In the world of business to business (B2B) sales, the buyer and seller relationship plays a significant role in winning or losing a transaction. Creating and nurturing these relationships across multiple stakeholders is a challenging, lengthy, and time-consuming process.  One of the critical activities and constituents of a sales plan is to build the buyer's stakeholder persona that will assist in the relationship-building process. Mapping of these stakeholder personas reveals the type of levers that can be used to develop and nurture long term relationships with the intent of winning and expanding the sales pipeline. Without the intelligence of the buyer's persona, ...

  Aussie Startup acquired in the US for $2bn    How to write a B2B sales proposition Humanity is stuck in short term thinking? How to retain your customers Build things that can last 1000 years What do prospects think when salespeople fail AIs Competitive Advantage