The Big Data Landscape 2014

What's The Big Data?

Source: Matt Turck (read his comments on the chart)

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Want to Attend Strata + Hadoop World for Free?

Data Science 101

Amplify Partners, a venture firm investing in IT Infrastructure companies, has announced the AMPLIFY PARTNERS DATA & ANALYTICS FELLOWSHIP. The fellowship provides:

  • Complimentary conference registration
  • Airfare
  • Hotel Accomadations
  • VIP conference event with Amplify Partners and special guests

The Strata + Hadoop World Conference will take place in New York City on October 15-17, 2014. This is one of the largest and best conferences for data science.

Hurry, because applications are due by September 30, 2014.

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Collaborative coding for R

SNAP tech blog

I was recently searching for a web-based collaborative coding option for R. There are plenty of free collaborative coding environments available online for a number of popular languages, but at first I wasn’t finding any which offered syntax highlighting for R. In fact, what I did seem to find was other useRs like me groaning about how silly it was that R is still excluded from them all. It’s not like a number of other coding environments don’t already support syntax highlighting for R, like text editors (Notepad++, SublimeText, etc.). So why not here? Well, I found one! Maybe there are more. But after finding one, I simply stopped searching. Squad.


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Things to Do Now for a Strong 2014

2014 is less than a month away. How prepared are you?

Here is a quick checklist of things you can do now:

1.  Identify your best 5 customers and what you can do to increase your level of business with them next year.

Take the time to develop the plan. Start with the people with whom you need to develop a better relationship and follow that by focusing on the outcomes they are desiring.

Doing these two things will put you in position to be able to serve these customers at an even higher level than you’re currently doing.

2.  Identify 5 new large customers that will take a several months of prospecting work to put you in a position to sell to them.

You want to start this process as early in the year as possible to ensure you can close them well before the end of the year

3.  Identify 3 new products or services you can leverage hard with both your existing customer base and with new customers.

Key is to not be focused on the actual product or service, but to be focused on the outcome and benefit the customer will gain from using it.

4.  Identify the 2 big things you know if you change in your sales process will make a significant difference in your results.

Break these items down into small pieces you can begin working on immediately.  If the items are big, you will never attack them, but by going after them in small chunks they become very doable.

Just as with the large prospects you intend to go after right away, you want to start on these too without delay.

5.  Identify 3 customers/prospects you need to walk away from.

That’s right! You need to purge your list.  It sounds counter-intuitive, but there are people you’re spending time with who are doing nothing but taking up your valuable time.

They might be customers or prospects or both. Either way you have to get rid of them.  Doing so will give you more time to spend on the other customers/prospects you identified that are going to bring you the business you need.

6.  Assess your attitude/motivation and allocation of time.

In the end, it comes down to you. Take some time to list out how you spend your time and what factors in your life either contribute positively or negatively to it.

What adjustments do you need to make?  Who is going to hold you accountable?

As I’ve said many times before, top performers are those who are 100% responsible for their own actions and are not willing to allow the environment around them to impact them negatively.

Verkopen 2.0

Klanten zijn anders gaan kopen. Bent u anders gaan verkopen? Onder invloed van sociale media vertonen ook uw klanten een ander koop- en oriëntatiegedrag.

soacial sales

Klanten zijn anders gaan kopen

Studies tonen aan dat onder invloed van sociale media gemiddeld 60% van het koopgedrag al heeft plaatsgevonden voordat de klant aan u aangeeft dat er een behoefte is aan een product of dienst. De klant heeft zich eerst uitgebreid georiënteerd aangaande de specificaties, uw prestaties in het verleden en het aanbod van uw concurrenten.

Uit een recent NEVI onderzoek blijkt dat 92% van de Nederlandse inkopers gebruik maakt van sociale media om informatie te verzamelen en zich te oriënteren. Zie ook mijn eerder verschenen artikel: Gaat u aandacht kopen of verdienen?

Het is dus raadzaam uw verkoopkansen te verhogen,  door actief in te spelen op dit nieuwe koop- en oriëntatiegedrag van uw klanten. Sociale media bieden verkopers en marketeers een…

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Important must read books about sales.

birth of a salesman

1.  Selling to Big Companies by Jill Konrath

2.  Selling 101: What Every Successful Sales Professional Needs to Know by Zig Ziglar

3.  Funnels & Forecasts: The Great Game of Sales by Bill Sayers

4.  Powerprinciples: Do You Have the Winning Edge? by Jeb Blount

5.  Top Dog Sales Secrets: 50 Top Experts Show You Proven Ways to Skyrocket Your Sales by Michael Dalton Johnson

6.  Masters of Sales by Ivan Misner

7.  The Power of Charm: How to Win Anyone Over in Any Situation by Brian Tracy

8.  Major Account Sales Strategy by Neil Rackham

9.  Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships by Jeffrey Gitomer

10.  Swim With The Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition by Harvey MacKay

11.  The Sales Bible New Ed: The Ultimate Sales Resource by Jeffrey Gitomer

12.  Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen

13.  Funnels & Forecasts: The Great Game of Sales by Bill Sayers

14.  Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson

15.  Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry

16.  The Race to Success by Cheryl A. Clausen

17.  Endless Referrals, Third Edition by Bob Burg

18.  Go-Givers Sell More by Bob Burg

19.  The Referral of a Lifetime: The Networking System That Produces Bottom-Line Results Every Day by Tim Templeton

20.  SPIN Selling by Neil Rackham

21. Influence: The Psychology of Persuasion by Robert B. Cialdini, 2006

22. The Man Nobody knows, Bruce Barton

23. How to win friends and influence people, Dale Carnegie

24. Go for No! Yes is the Destination, No is How You Get There by Richard Fenton , Andrea Waltz

25. What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael Bosworth, Ben Zoldan, Michael T. Bosworth

26. Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship by Mahan Khalsa, Randy Illig and Stephen R. Covey (Oct 30, 2008)

27. The Secret: What Great Leaders Know — And Do by Ken Blanchard and Mark Miller (Oct 1, 2009)

28. The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible by Brian Tracy (Jul 18, 2006)

29. The Go-Getter: A Story that Tells You How to Be One by Peter B. Kyne (Apr 16, 2012)

30. Go-Givers Sell More by Bob Burg and John David Mann (Feb 18, 2010)

31. Beyond Selling Value: A Proven Process to Avoid the Vendor Trap by Mark Shonka and Dan Kosch (Sep 16, 2002)

32. SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath (Jan 31, 2012)

33. Sales Dogs: You Don’t Have to be an Attack Dog to Explode Your Income (Rich Dad’s Advisors) by Blair Singer (Jul 3, 2012)

34. Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson by Robert Terson (Oct 1, 2012)

35. To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink (Dec 31, 2012)

36. The 50th Law by 50 Cent and Robert Greene (2009)

How To Become An Expert In Your Industry

How To Become An Expert In Your Industry

November 10th, 2011

What separates the expert seller from everyone else? Can you really position yourself as an expert in your niche? And what benefits will you derive from that? In this episode, Bryan Neale reviews the many types of sales people so that you can see where you fit. Then he gives some ideas on how you can immediately become an expert in your world.

Video Transcript


Hi everybody. It’s Bryan Neale here. Again a Whiteboard Wednesday and I’m going to do a drawing up here about something that I think is really, really what I’m going to call an advanced thing for a lot of sales people.

It’s something that a lot of people talk about but not a lot of people, I think, get it right and it has to do with the idea of consultative selling. It’s amazing how many times I sit in a class especially with a new group and they say, “Well, you know Bryan, I always try to be consultative when I’m selling,” and I know they mean well but sometimes, it doesn’t always come out right. Here’s what I mean.

I want you to think first of all about what you do in the offering. At its core level, whatever it is that you do, whether you sell something, a service, whether you sell telephony or computers or industrial equipment, whatever it is, there’s a commodity element to everything that everybody does.

To my business, there’s a lot of free sales training. Wait a minute, Whiteboard Wednesday is free. This is free. There’s a lot of stuff that costs absolutely nothing for people to go out and get it. Outside of this though, people say, well, we’re a little bit higher-priced because we are – ready for this one? 1980s, value-added, value-added and so most of you have probably been – that word “value-added” has been drilled into your head. It’s like we got to be value-added. What does that mean?

To most people what value added means is the same stuff so it’s gone. It’s things like we have great service. We have great customer service. We deliver on time. We’re really, really good at what we do. We have great feature, function in what we do. People think that’s value-added and to some degree, they’re right. It is value-added but the next level up is where it starts to be consultative but here’s the problem. This thing out here to us is objective. That’s the keyword, objective consultation.

When most people say the word “consultative”, they still keep the consultative thought down here in the second ring where they live in this value-added. We want to teach our clients to be objective consultants where they’re seeing a much bigger picture. In the end, what we want people to be is not consultative but we want them to be experts in whatever they are. An expert brings with it something totally different than someone that’s doing consultative selling because an expert brings knowledge and expertise that goes outside of what it is that I do.

So for instance, if I’m someone that sells telephony or networking systems, telephone things and I go and I talk to a business owner, I don’t want to just consult about what’s going on in here in the telephony range. I want to hear the whole picture. There may be things about this particular business. There may be some sort of marketing problem or the person I’m talking to, they may need a virtual CFO. If I’m really truly being an expert in whatever it is that I call on or whoever it is that I call on, I’ve got to be able to talk about these sorts of things in addition to what I do down here.

So I want you to think about where you live in this realm. Do you edge out here just on the commodity? Are you one that’s just worried about the price and that you think your product or whatever it is that you sell is too high-priced? Are you up in this value-added range? In the value-added range are you simply adding value in the way that everybody else is, saying that we’ve got great service and all this other stuff or are you truly working your way out to where you are known as an expert in whatever it is that you do?

To be an expert takes extra effort and extra work, what most people aren’t willing to put in. That’s why it’s a bell curve. That’s why high performers perform in the far right side because they will spend the time and the energy that it takes to be involved here as an expert.

To become an expert, start to do this. Hang around people that are in your industry that are influencers. Hang around people that are up for you, that make you feel uncomfortable, that push you. Don’t hang around people that you feel above or over. Hang around people that lift you up.

Read trade journals, read things like Fortune, Wall Street Journal. Become a student of whatever it is that you do. Be ready at any point for one of your clients to hand the keys of their business to you and you have an answer for what you would do as you think about their business. You will see your income will go way, way, way up when you start to do this because people pay a whole lot more money for this sort of stuff than they do for this stuff down in the middle. [0:03:55]

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Posted in Bryan Neale, Expert Positioning, How To, Jillian Vanarsdall, Sales Videos

Tips om leiding te nemen in een verkoopgesprek door Rene Knecht

Tips om leiding te nemen in een verkoopgesprek

door Rene Knecht

Neem de leiding van elk verkoopgesprek
 Stop met zoeken naar goedkeuring van de klant, en neem daarmee de leiding in het verkoopgesprek.

U kunt een verkoopgesprek niet leiden zonder interactie. De klant moet meedoen.
U kunt alleen maar leiden als de klant u de leiding geeft.
Waar kunt u op letten om dat te bereiken?

Stop met zoeken naar goedkeuring
Als u goedkeuring zoekt, dan geeft u de klant de macht om de relatie te sturen. Wat gebeurt er eigenlijk als u geen goedkeuring krijgt? Voelt u zich dan slecht? Begint u klanten te verwijten dat ze het niet snappen?

Mogelijke gedragskenmerken van een verkoper die zoekt naar goedkeuring zijn: slijmen, onderdanig zijn, te dienstbaar zijn, conflict vermijden, te meegaand zijn, de klant naar de mond praten, kicken op titels en prestige, veel praten, de nadruk leggen op presentaties geven, discussiëren. Gelukkig is dit aangeleerd gedrag. U kunt het ook afleren.

Dus niet: “Wij zijn de nationale topspeler die werkt voor de top 100.”
Dit zijn uw argumenten, niet die van de klant.

Beter is: “Ik zag dat jullie een nieuwe vestiging hebben geopend. Hoe hebben jullie besloten om uit te breiden?”
U praat nu niet meer over uzelf, maar over de klant. En u zoekt daarbij naar aanknopingspunten en gemeenschappelijke grond.

Probeer de vicieuze cirkel van de hang naar goedkeuring te doorbreken; allereerst door u ervan bewust te worden.

Sta voor 100% achter uzelf en uw organisatie
Daardoor hebt u de mening van een ander niet nodig om ‘overtuigend’ te zijn en kunt u uw eigen grenzen stellen – ‘dit is waarvoor wij staan’. Zelfkennis is macht.

Dus niet: “Onze dienstverlening onderscheidt zich door snellere leveringen.”

Beter is: “Omdat onze klanten in deze sector voor hun bedrijfskritische processen op deze wijze moeten worden beleverd hebben wij onze logistiek en IT aangepast. Daarom zijn wij nu vooral aanwezig in de … sector.”

Denk vanuit de vraag WAAROM u iets doet. De uniciteit van een organisatie zit in de (historische) relaties en mogelijk ook in de hogere doelen of waarden ervan.

Accepteer de dingen zoals ze zijn.
Als een klant u afwijst, verzin dan geen excuses zoals “de klant begrijpt mij niet”. U legt de macht dan weer bij de klant. Als u dit niet accepteert raakt u er ook niet uit en blijft u machteloos.

Dus niet: “Naar wat zijn jullie precies op zoek?”
Het antwoord zal dan bestaan uit feiten gebaseerd op een beslissing die al is genomen.

Beter is: “Hoe is het zo gekomen dat jullie deze service overwegen?”
U krijgt dan een antwoord gebaseerd op een proces. Mogelijk verliest u even de controle, maar u krijgt wel een relatie (= proces) in de plaats van een afwijzing (= beslissing). Op die relatie kunt u verder bouwen.

U kunt een klant alleen beïnvloeden als u leert te kijken door de bril van die klant.

Tot besluit
Een goed verkoper kan ook volgen en de controle loslaten. Dit leidt tot sterke interactie en gelijkwaardigheid in de relatie. Een effectieve verkoper leidt wel meer dan hij volgt. Bewaak de balans. Deze inzichten leiden tot nieuwe klanten.

Rene Knecht

Rene  Knecht Auteur: Rene Knecht
René Knecht is de geestelijk vader van het Differentiation Selling leerconcept. Deze methode leert hoe je kunt omgaan met klanten in concurrentiële markten. Het kwam tot stand op basis van best practices in sales, onderhandelen, en interviews met meer dan 1500 Sales- en Accountmanagers.

Verkopen 2.0

Motivatie is de motor waar het bedrijf op draait. Het (verkoop)succes is sterk afhankelijk van de motivatie van de medewerkers. Hoe motiveert u verkopers? Zijn verkoopbonussen geschikt om verkopers te motiveren? Daarover gaat dit artikel.

Het is gemakkelijk om de inspanningen van een verkoper te meten. Immers, je neemt de omzet, winstmarge of het aantal nieuwe klanten, je vergelijkt ze met een voorgaande periode en je ziet de resultaten van de inspanningen van een verkoper. Een verkoper heeft als taak om deze cijfers elk jaar te laten groeien. Om dat te stimuleren heeft men de verkoopbonus bedacht.


Werken bonussen motiverend

Het motiveren van mensen via bonussen is gebaseerd op het mensbeeld uit de vorige eeuw. In dit mensbeeld ging men ervan uit dat mensen alleen in beweging zijn te krijgen als ze daardoor meer gaan verdienen. Recente onderzoeken ontkrachten dit beeld.

Uit het onderzoek van het Amerikaanse Massachusetts Institute of…

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