Eric Gervet and Steffen Oder authored a report for A T Kearney on The Future of B2B sales. “In a survey of 1600 top sales managers and professionals in a diverse cross section of industries from consumer goods and retail to energy and utilities—including businesses that sell in turn to individual consumers and small businesses” in search of support for their hypothesis that B2B sales has fundamentally changed. The write “…almost all will see a massive shift in bargaining power toward their customers, driven by Internet-fueled market transparency and globalization. all sorts of disintermediation and reintermediation have redefined products and services and reconfigured entire value chains—routinely leading to new entrants and substitutes.”
All of us, founders and flounderers look for ways to maximize our output. Then we focus on the quality. We discuss distractions that are coming at us with alarming speed and volume and try to make sense of work life balance. There is something innately good about all these discussions. If you think about it, it is but the evolutionary process at work. I often have discussions about how so many of us are buried in our smartphones. We talk about lovers in restaurants having a meal in silence while looking at thier respective phones. The calls (including cold ones from folks trying to sell you something), messages, meme’s, forwards, mails, more calls….you get the drift. But as civilization we have had only 15 years to deal with this rapidity and change. Give us some time and we will figure it out. How do you get work done and still have time to be with your daughter when she gives her first recital? Or ballet performance? Or with your wife when she is feeling low. Or happy. Or worried? How does this impact teams and their productivity?
Jason Lemkin, thought leader and one of the most prolific bloggers in the SaaS space built SaaStr to what it is practically with singular effort, by bringing compelling content to his readers. He authors a series in SaaStr titled ‘5 interesting things….’
I was re-reading Paul Grahams seminal post for Startup Founders (I have this framed and put up on a wall right outside my office) Do things that Don’t Scale.
Initial traction is hard. Recruitingusers one by one and setting a modest 10% per week growth rate should do the trick. Starting with 100 users focus on adding 10 more. And then 10% more next week. By the end of the 52nd week you will have 14000 users and in two years? 2 million.
In an article on Google website Julia Rozovsky, a People Operations, Analytics and HR Strategy Leader at Google wrote (circa 2015) about the 5 keys to a successful team at Google. They set out to examine what makes Google team effective. This research was conducted over two years, 200 interviews, 250 attributes and 180+ google teams. I share this statistics to assure that the outcome has some solid basis.
Pitch.Link ‘Selling Pains Survey’ reveals – Getting (and waiting for) a Face-to-Face impacts 80% of all sales efforts.
Over the past several weeks we have been running the Selling Pains Survey amongst sales professionals and this is what we figured :
If you Google time management you will get a million results. Apparently a lot of people are searching for a way to manage time and a lot are writing about it. A lot revolves around a To Do list and thus ways of managing those. Some others talk of managing your energy and not time. Jeremiah Dillon, now head of Insights and Strategy at Google Cloud Marketing had a take that is easy to understand and apply. Think of yourself as a Maker and not a manager. According to him Managers typically divide their days in to 30 min chunks while the maker designs his work in half or full day chunks. Working without disruption is one of the most referred method for productive output. Deep Work by Cal Newport, the seminal book on working in a highly distracting world shows that shutting off the noise for prolonged period helps you think and do. The key in all this is an uninterrupted block of time that helps thoughts flow.
Last December Openview Partners put out their predictions of SAAS trends they believed will become mainstream in 2019. 4 months into the year I wanted to revisit those and list them out so you can see (and share) how they are playing out for you and in market segments you are watching. Openview is very focused on ‘Product Led’ strategies, and well, products. Their portfolio is evidence to that approach – with products like Calendly, Expensify and Loopio. So no wonder the list started with –
A few weeks back David Cummings wrote about The Double Sale. A sales rep he was speaking with about selling the different softwares he has been selling through his career quipped about his latest job: “now, I don’t have to make the double sale”.
As one looks at folksy quotes from Warren Buffet it was interesting to see what has been the reaction to the 2019 Berkshire Hathaway Annual General meeting at the CHI center at Omaha Nebraska where as tradition goes Warren Buffet(88) and Charles Munger (94) answered shareholder questions for 6 hours (link to entire proceedings courtesy Yahoo Finance, below). I am not a stock market buff and I went looking for native wisdom that might have been shared by the two legends. Here is what I found as I read around.