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Escritos de Diego Bartolomé para acompañar a la vida

Posts Tagged ‘sales

2013 ATC Conference

Being at the ATC Conference was fun. Lots of things learned and many new people met. I believe that this is one of the most important points when you go to conferences, learning and sharing. Those events that enable it are a success, you have them all in your mind.

I presented “New Business Models for the Translation Industry” (almost 700 views in 2 weeks!) which tried to challenge the status quo and propose new business models that enable Language Service Providers (LSPs) evolve, or even not die in the future. Any industry that does not adapt itself and addresses the needs from the customers will risk its future positioning. Newcomers and disruptors will take the lead and others will be forgotten.

It was interesting to see the reaction from freelance translators to the last slide, which intends to start a debate about the future, to see if a 0.00 price per word could exist in this industry. Of course, I’m not stating that freelancers won’t be paid, or that machine translation will take the lead, but rather that LSPs and other companies shall try to find innovative ways to generate more revenue. Much more than now, which will ultimately be benefical for all the translation and localization value chain.

It’s obvious that good translations have an impact on sales. Good human translation is more important than ever. And more content is to be translated. The future is yours, you choose.

Written by Diego Bartolome

15/10/2013 at 13:19

Sales

A sustainable competitive advantage. We are being told about this. Find it and develop it! Differentiate yourself. But in current markets, when things change so fast, how long can you sustain it without being attacked by competitors? I’m sure that the answer to address this effectively is sell and innovate more. Continuously. Either you have it in your DNA or not. So move now.

Written by Diego Bartolome

28/01/2013 at 12:27

Publicado en Entrepreneurial thoughts

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Long term

Today, at the Nordic Translation Industry Forum (NTIF) 2012 I’m attending, I’ve seen a great presentation by Matthew Ogden from LEGO. One of the most inspiring sentences of his great presentation was related to their impressive increase in revenue, being now the second largest manufacturer of play materials. They didn’t want to be the first, but rather being the best in what they do, experiences for kids. This is a long term view that inspires. In fact, Matthew wanted to work for LEGO already when he was 5, so language and play have converged and now he loves what he does. His presentation full of great user designs, and in fact people love their (little) pieces. If you focus in the long term, great results will come. If you just look at your quarterly revenue, I’m sure it will increase. But at what cost?

Written by Diego Bartolome

23/11/2012 at 14:14

Sales

What is measured is done. So if you focus on cold sales calls, your team will do that, no matter the output. The same on meetings. The same on deals. The same on generated revenues. The same on profit.  So choose the metric you want to achieve. I’m pretty sure what is the best for any company, although at some lifepoint, you might be interested in a different objective due to your sales strategy. Selling more might in some cases not be beneficial for your start-up. And don’t confuse sales with marketing.

Written by Diego Bartolome

22/11/2012 at 16:29

Publicado en Entrepreneurial thoughts

Tagged with , ,

Marketing activities

Marketing starts with day -1 of your startup and it never ends. In a small company, marketing goes together with any out-of-the-building activity you carry out: a presentation, a demo event, an investors forum, a provider search, an interview to recruit talent, etc. The objective is not to close sales, but rather the positioning of your company/product inside potential clients mind. You are not interested in everyone, but rather just in those innovators that are eager to use what you are building. Others will come afterwards. And they are willing to generate a conversation with you, they are really curious about what you are doing, so they want you to pay attention to them. Don’t disappoint them. Make them trust you. And them move forward.

Written by Diego Bartolome

15/11/2012 at 09:25

Publicado en Entrepreneurial thoughts

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Your time is limited

You can’t do everything. Focus on what adds value and leads you to your objectives. Maybe getting clients in 4 months is a crazy thing, but at least, if you walk the way to try to achieve it, some results might appear. Of course, you won’t be creating a brand in 4 months, nor your sales will have 6 figures, but if you complete some milestones with success, that would be ok. Don’t be scared, just go step by step. Have the big picture in your head and complete the necessary small steps to reach it. This will lead you to satisfaction with what you’ve done. But actions require action. Thinking too much will stop you. You will always find something not to move. But if you are a real entrepreneur, you will be doing things fast. And results will come. I’m sure. Look ahead.

Written by Diego Bartolome

30/10/2012 at 14:08

Publicado en Entrepreneurial thoughts

Tagged with ,

Promise

When you sell, you’re making a promise to the potential client that you will deliver what you are proposing. In big companies, sales people usually know less about the technology behind, so more time is needed to respond to the specific questions of the client. Since when they are big is because they have crossed the chasm, they are able to do it because clients already understand this and are buying from a market leader. But if you are startup, and you are struggling to find your early adopters, having sales people that do not have full details about your product or service is like committing suicide. Product development and market development shall work together to satisfy the client needs, i.e. making the promises come true. If you fail to do it, you’ll never cross the chasm. The mainstream market will always be too far away.

Written by Diego Bartolome

11/10/2012 at 09:24

Publicado en Entrepreneurial thoughts

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