Comments for Manage By Walking Around http://jonathanbecher.com Aligning Execution With Strategy Tue, 09 Sep 2014 04:02:52 +0000 hourly 1 http://wordpress.org/?v=4.0 Comment on The Science of Social Selling by Muthu Ranganathan http://jonathanbecher.com/2014/09/07/science-social-selling/#comment-2860 Tue, 09 Sep 2014 04:02:52 +0000 http://jonathanbecher.com/?p=4419#comment-2860 Is it a science or art ….art of social relationship ?

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Comment on The Science of Social Selling by Ryan O'Neil http://jonathanbecher.com/2014/09/07/science-social-selling/#comment-2859 Mon, 08 Sep 2014 13:33:37 +0000 http://jonathanbecher.com/?p=4419#comment-2859 Jonathan,

Great post, as usual.

In response to the University of British Columbia professor, I have certainly seen seemingly unimportant connections lead to relationships that result in business. University school affiliation is the one that is most prevalent in my experience.

This example supports the Corporate Executive Board’s concept of “Identity Value” and the role it plays in the sales cycle. There’s a short blog referencing the three types of value from business products, which is the start of a very good piece of insight about the buyer’s journey and what a sales person can do to address not only company value and performance value, but identity value as well. https://www.executiveboard.com/blogs/you-dont-know-your-products-best-selling-point/

Thanks, also, for the example about companies including an employee’s hometown on their name tag – I’m a proud Texan and can say that seeing another Texan during my travels does make a difference.

Have a great week.

Ryan

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Comment on The Science of Social Selling by Satya Krishnaswamy http://jonathanbecher.com/2014/09/07/science-social-selling/#comment-2857 Mon, 08 Sep 2014 02:20:22 +0000 http://jonathanbecher.com/?p=4419#comment-2857 Thanks, Jonathan, for clarifying that ‘social selling’ is not BS and that it’s not only about technology :)

Given that my company plays in this space, there are a few additional points we have learned:

1. Technology helps the sales rep in scaling the ‘discovery’ process. As anyone who has tried it knows, it is very time consuming and painful to manually try to find out all the relevant intersection points with each one of your leads

2. Social doesn’t have to play a role only in the ‘sales’ part of the process. It can significantly help the demand-gen teams to identify new leads as well as find out more info about their leads at scale so that they can do a better job of targeting relevant content to the different segments

3. Finally, it all comes down to how savvy the sales rep is in using this information without creeping the heck out of the prospect – we have seen that happen a few times :)

Satya

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Comment on The Unwritten Rules of Management by Allen http://jonathanbecher.com/2014/08/31/unwritten-rules-management/#comment-2818 Tue, 02 Sep 2014 21:24:30 +0000 http://jonathanbecher.com/?p=4401#comment-2818 “Don’t be known as a good starter but a poor finisher.” Something hammered into my brain throughout sports growing up that still resonates today in the business world. Thanks for the post!

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Comment on The Unwritten Rules of Management by Ryan http://jonathanbecher.com/2014/08/31/unwritten-rules-management/#comment-2816 Tue, 02 Sep 2014 13:51:33 +0000 http://jonathanbecher.com/?p=4401#comment-2816 I’ll vote for “it’s easier to get into something than it is to get out of it”. So true. Oh, and be nice to the waiter regardless of what the food tastes like…I am confident the waiter didn’t make it :-)

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Comment on The Unwritten Rules of Management by Sven http://jonathanbecher.com/2014/08/31/unwritten-rules-management/#comment-2810 Sun, 31 Aug 2014 22:26:29 +0000 http://jonathanbecher.com/?p=4401#comment-2810 I especially like this One: If you are not criticized, you may not be doing much

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Comment on The No Asshole Rule by The Unwritten Rules of Management - Manage By Walking Around http://jonathanbecher.com/2010/04/05/the-no-asshole-rule/#comment-2808 Sun, 31 Aug 2014 21:42:04 +0000 http://alignment.wordpress.com/?p=938#comment-2808 […] It’s the most accurate test I know of to determine whether you should hire someone. And a great way to follow the no-asshole rule. […]

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Comment on Prioritization by Círculo Marketing | 9 hábitos que debes detener ahora http://jonathanbecher.com/2009/05/10/prioritization/#comment-2795 Fri, 29 Aug 2014 22:31:29 +0000 http://alignment.wordpress.com/?p=566#comment-2795 […] en un podcast en junio del 2014. Y yo estoy completamente de acuerdo. En mi post de 2009 de Priorizar, […]

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Comment on The Art of Storytelling by The Art of Storytelling http://jonathanbecher.com/2012/01/08/the-art-of-storytelling/#comment-2780 Wed, 27 Aug 2014 22:31:33 +0000 http://alignment.wordpress.com/?p=1805#comment-2780 […] Original Post is here. […]

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Comment on An Aerospace Engineer’s Guide to Winning Tennis by christinedonato http://jonathanbecher.com/2014/08/17/aerospace-engineers-guide-winning-tennis/#comment-2717 Mon, 18 Aug 2014 16:06:38 +0000 http://jonathanbecher.com/?p=4372#comment-2717 I took a deeper look into women’s professional tennis a few months ago when I wrote, Women’s Tennis Breaks the Serve with Big Data on SCN (http://goo.gl/vvcfFj). After much research, I learned that, in the WTA, the serve and serve return are the best ways to score on an opponent and that the starting server is almost always likely to win the match. Considering my lack of athletic ability, I thought that tennis would never be for me. But maybe now with the insight provided in your blog about amateur strategy, I’ll have a chance at winning a match or two if I do decide to give it a shot.

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