Sharing my thoughts on an HBR article outlining the 4 common approaches to leading organizational change.
They overlook ‘communication.’ The importance of effective communication and real-time detection of systemic issues, are key to successful change management.
Author: JT Pedersen
Decisions to Offshore: Going to Get Murky
The decision to offshore jobs overseas is becoming increasingly complex and murky. There are a number of factors to consider, including cultural differences, espionage, economics, and the emergence of BRICS. Companies need to carefully weigh the pros and cons before making a decision that is right for their business.
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When Any Money is Good Money
There are a few key areas where a revenue operations (RevOps) professional can help out-of-control software businesses. These include aligning internal teams, improving sales processes, analyzing data, and driving performance through KPIs.
The “any money is good money” mindset can be dangerous, so it’s important for businesses to continually reinvest and grow at a rate comparable to their competition.
On-Premise to SaaS Transformation Woes
The shift in software delivery models from on-premise to cloud-based continues, with SaaS being the dominant model today. However, change can be challenging.
We focused on five core drivers for making the move to the cloud: scalability, cost savings, flexibility, security, and competitive advantages.
Resource constrained, we pursued the revived ASP model offered by Oracle as a viable solution.
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Marketing – Where You Should Invest
10 years ago, Marketing built personas and laid out linear B2B buyers’ purchase processes.
Now, the buyers purchase process is more helter-skelter. The question to answer is, ‘where do we make our marketing investments, now?’
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What is AI’s Role in Sales?
Have been thinking about how AI might be specifically applied in the Sales environment. These tools offering the potential to supercharge a sales person’s abilities.
More excited than concerned about this right now.
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New AI User Observations
You may not have had a chance to explore the new AI interfaces like Bard and ChatGPT yet.
If you’ve been wondering, I’ve shared a simple example with screen captures from each.
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Why Businesses Need Solid Quoting Processes
A sales quote. Among the most mundane parts of business operations. Yet, get it wrong, and havoc can ensue. Case study in bad quotes.
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B2B – The 3 Reasons to Discount
When negotiating a sale with your customer, there are only 3 reasons to consider discounting your product. It is important to train your sales team to be prepared to defend their positions when giving discounts.
The alternatives can be very painful.
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Price List Neglect: A Sleeping Killer
Product pricing is among the most difficult, important, aspects of business. Neglect it and hitting your numbers and profitability become impossible.
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