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Escritos de Diego Bartolomé para acompañar a la vida

Archive for the ‘Entrepreneurial thoughts’ Category

One more

One more minute. One more chance. One day more. If I’d had more … The point is that people too often resign too early. Before a potential success. Just invest that “one more” and you will be happier. Maybe you get the same outcome, but you’ll never think that if you had had that chance, your life would have been different. Persistence is usually the key to achieving what you have in mind. Obstinacy is what leads you to failure. How you manage this trade-off will define you. Have a nice week!

Written by Diego Bartolome

28/01/2013 at 12:18

Are you born entrepreneur?

I don’t really know. But I guess that some of the skills are innate, while others can be learned.

From my two daughters, Ares is more analytical and logical, and Anna seems to be more intuitive and with artistic skills. They both show unstoppable passion for what they love!

I just wanted to write this just to see in a couple of years how life evolves. Let’s see.

Written by Diego Bartolome

24/01/2013 at 16:48

Publicado en Entrepreneurial thoughts

Tagged with ,

The ORDER model

For successful business development, the authors propose the ORDER model. I’ll share here some useful tips I found, although there are many more in the book Let’s get real or let’s not play, as I mention in previous posts.

Opportunity: you can’t help somebody who has no perceived need.

Resources: you can’t help somebody with insufficient resources.

Decision Process: you can’t help somebody who cannot make a decision.

Exact Solution: proposals don’t sell, people do.

Results: how you solve creates more sales than how you sell.

20 Questions to qualify an opportunity

Opportunity

1. What are all the issues the solution is intended to address?

2. What lets you know it’s a problem?

3. How much is this costing your organization?

4. How will we know we are successful?

5. What is the payoff if success is achieved?

6. Who or what else is affected?

7. What is the big picture? What is important about your organization as a whole?

8. What has stopped your organization from resolving this in the past? What might stop your organization from achieving these results in the future?

9. Did I get it right? Did I leave anything out?

Resources

10. When are you hoping to get started with this project?

11. Do you have any thoughts about how we should divide efforts between your people and ours?

12. Have you established a budget for this project?

Decision Process

13. What are all the steps your organization will have to take to make a good decision on its own best interest?

14. What decisions get made in each step?

15. When will each step take place?

16. Who gets involved in each step?

17. How will the decision makers decide? What criteria will they apply?

18. How will decision makers decide among alternative solutions?

19. Who stands to gain or lose if this solution is adopted?

20. How committed are you personally to resolving this issue?

Meeting plan

End in mind: what to say, do, or decide.

Key beliefs: what shall be resolve to agree with the End in mind.

Proof/Action: what will we do to satisfy the key beliefs.

Questions: both sides.

Yellow lights: how we respond to potential stalls, doubts, concerns, or objections.

Next steps

Agenda

Written by Diego Bartolome

22/01/2013 at 23:46

Let’s get real or let’s not play

I’ve read this book and I think it gives useful insights for selling. I want to share a summary on how to initiate new opportunities.

In order to initiate new sales contacts, do fewer, but better, i.e. prioritize: invest 95% of your time on 5% of the prospects.

Then prepare, and get in-depth knowledge of the people and the company, with a business case hypothesis: potential issues, evidence, impact, context, constraints. Go to a meeting with a plan, always have a end in mind.

Personalize: it’s much better to get a referral than cold calling.

Practice, practice, and practice, especially to potential questions and yellow lights.

Pre-position: get agreement in advance for what will be a good use of time.

Written by Diego Bartolome

22/01/2013 at 23:31

Important things

It’s important for others or because it’s related to you? Don’t get puzzled with this. Maybe you feel that what you are doing will change other people’s lives, but in fact nobody cares about it. Sometimes you feel a feature will be the key success factor for your product, but in real life nobody is using it. The main objective of your marketing tasks is to translate into products, services, or features those aspects that are important and meaningful for others, not for you, so that everyone will value your company as it deserves.

Written by Diego Bartolome

21/01/2013 at 21:02

Publicado en Entrepreneurial thoughts

Tagged with , ,

Better than you

Surround yourself with people you can learn from, people that are clearly different from you or enjoy life not as you do, or defend other points of view. You will learn and improve. People with you should be better than you in some aspect. It’s the only way to create A teams.

Written by Diego Bartolome

18/01/2013 at 17:06

Publicado en Entrepreneurial thoughts

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Conferences

For the first semester, I have already 3 conferences scheduled. Pretty nice! When are conferences really valuable? For me, there are three critical points.

  1. When you meet your colleagues, and increase trust by spending time together. Many deals are done when both parties care about each other and understand each other’s expectations. Therefore, you need to meet face to face. You build relationships that matter. For this, in my sector, the GALA conference is the event.This year I’m attending also as a Board member.
  2. If the content of the conference is valuable and can really change your business substantially. If you are going to hear the same things as last year, maybe it’s time to change the conference or watch it online. Alternatively, twitter is a great source of information coming from conferences. The contents really change on every edition, so it’s hard to say which event has usually the best content.
  3. When it’s part of a movement to change the world. If people in the conference discuss clearly about the future and not about the past. If you learn and improve. If you feel that are part of a high value group. The events organized by TAUS are from this group, I’ve always enjoyed them, shared experiences, and learn something at the same time.

This year, I’m going to the Association of Language Companies (ALC) annual conference for the first time. I’ve heard good references about the event, so I’m already looking forward to it. And the TMS Inspiration days in April will be a different event, where I’ll be presenting the business model canvas and ways to innovate in the localization industry.

This 2013 will be exciting!

Written by Diego Bartolome

17/01/2013 at 13:53

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