Steven van Belleghem: Ko digitalno postane človek; Transformacija odnosov s kupci
Steven van Bellegehem je avtor, ki se veliko ukvarja s prehodom iz analognega v digitalni svet in v tej knjigi se dotakne potrebe, da se digitalna operativna odličnost opremi s človeško transformacijo.
Steven van Belleghem: Od izkušnje stranke do bivše stranke; Kaj se zgodi, ko stranko odstranimo iz nakupne poti
Nekaj misli iz knjige Steven van Belleghema, ki so jo v slovenščino prevedli pri Frodx.
Zaupanje kot temelj prodajnega odnosa
Članek o tem, da je potrebno biti pazljiv v gradnji zaupanja v poslovnem odnosu in kako lahko prenesemo del odgovornosti na tehnologijo in tako povečamo učinkovitost, ne da bi kompromitirali zaupanje.
Aaron Ross, Marylou Tyler: Predictable Revenue, Turn Your Business Into a Sales Machine with The $100 Million Best Practices of Salesforce.com
Great book from Aaron Ross, creator of Sales Force outbound sales model, in which he explain how to approach sales and different roles inside of it, to make the most efficient approach to the market.
Joel Bakan: The Corporation; The pathological pursuit of profit and power
Joel Bakan description of nature and development of corporation is precise and accurate. He sees its nature of profit pursuit as problematic feature, that can be combated by government regulation.
Cena nezasledovanih priložnosti
Razmišljanje o tem kako postaviti dobre prodajne ekipe, katere pristope uporabiti in kako oceniti kaj v prodaji deluje.
Hans Rosling, Ola Rosling, Anna Rosling Ronnlund: Factfulness; Ten Reasons We’re Wrong About the World and Why Things Are Better Than You Think
Hans Rosling book is about facts and how we really don't know a lot about the world and how our views are based on our instincts rather then facts. In a book you can find decsriptions about all those disruptive instincts and how we can control them, to create better approach for understanding what world is really about.
Anthony Giddens: The Third Way, The Renewal of Social Democracy
Anthony Giddens was considered brain power behind politics called Third Way, that was mainly represented by politicians like Blair, Schroder and Clinton. His intelectual framework for renewal of social democracy is described in his book Third Way
Susan Fowler: Why Motivating People Doesn’t Work and What Does; The New Science of Leading, Energizing and Engaging
Author (Susan Fowler) is writting about motivation and why it is not working if it is driven instead of understand. Approach is build on autonomy, relatedness and competences of people and use of mindfulness, values and purposes in creating optimal environment for aligned, inherent and integrated motivational outlooks.
Nicholas Shaxson: Otoki zakladov, Davčne oaze – požiralnice svetovnega bogastva
Knjiga, ki poskuša povzeti offshore sistem, ki omogoča bančno tajnost, davčno optimizacijo, prelivanje denarja v davčno ugodne oaze, optimizira dobičke korporacij in finančnih ustanov in predstavlja veliko oviro v razvoju nerazvitih držav. Sistem ima dve področji, nelegalno in legalno a z vprašljivo legitimostjo.
Nagrajevalni programi in lastniške opcije, korak bližje deležniškemu kapitalizmu?
Članek o tem, kako lahko lastniki uporabijo lastniške opcije kot močan motivacijski element in ali je potrebno spreminjati nagrajevalne programe v luči negotovosti in jih vezati bolj na dolgoročne razvojne aktivnosti.
Matt Mochary: The Great Ceo Within, the tactical guide to company building
Author is successful founder from Sillicon Valley and in his book, he is giving valuable advices to anybody who wants to go into enterpreneurship and how to deal with complexity of managing, financing and developing a company.
Philip Larrey: Connected World; From Automated Work to Virtual Wars: The Future, by Those Who are Shaping it
Proffesor Larrey is interviewing people from different areas like technology, advertising, teenagers, catholic church, professors to get their view on human-machine relationship, future that we face, threats in today's world and can we use technology to make our life better.
Prodajalci ljubijo denar? Sredstva ali prihodki.
V pogovoru o motivaciji zaposlenih v prodaji, sem velikokrat slišal argument, da morajo prodajalci videti, kako bodo veliko zaslužili, ker imajo prodajalci radi denar. Nikoli se nisem povsem strinjal s tem, kajti, če bi radi imeli denar (pa da bomo bolj natančni, recimo sredstva, kajti denar je le menjalna enota), potem bi iskali drugačne načine... Read More
Daniel Goleman: Socialna inteligenca; Nova veda o odnosih med ljudmi
Goleman, avtor Emocionalne inteligence se loti še odnosov in sposobnosti posameznikov, da v interakcijah pokažejo empatijo in se uglasijo z drugimi.
Empatija in uglašenost – so idealni odnosi mogoči?
Razmišljanje o tem, kako vzpostaviti ravnovesje med odnosi in cilji v poslovnih okoljih.
Joseph Stiglitz: Globalization and its discontents
Joseph Stiglitz, Nobel Prize winner, wrote a book in 2002 about how international institutions, especially IMF sometimes cause more problems than solutions and why they should change their approach to include interests from other stakeholders not only financial institutions.
Mark Gainey – Strava, Inch Wide, Mile deep
Mark Gainey is one of the founders of Strava and in his podcast speech on Standford series he is talking about drivers of setting up company that is becoming main social community for sports people around the world. Strava idea Strava idea was already on Mark and Michael mind in 1995, but time was not... Read More
Čas za preverjanje predpostavk in kako kriza lahko loči potrebe od želja
How companies can use crisis situation to rethink their assumptions, check their health and use this times to prepare themselves for transition into new reality.
Richard R. Lindsey, Barry Schachter: How I Became a Quant; Insights from 25 of Wall Street’s Elite
Authors talked to 25 people that are working as "quants" in their career. They write about how they became quants, challenges they have, reality of Wall Street life and questions they faced in their work. Interesting insight into life of quant from their perspective.
Kriza vodenja ni krizno vodenje – je to res vse kar imamo?
Thinking about Slovenian government and its approach to tackling "corona situation".
Podjetništvo – prodaja in sposobnost najti zunanjega izvajalca za delo
Razmišljanje o tem, zakaj je pomembno uporabljati tehnologijo, da z ljudmi kreiraš vrednost, tam kjer šteje.
Malcolm Gladwell: Prebojniki
Gladwell s svojo pronicljivostjo najde vedno pravo zgodbo, da pokaže da uspeh ni le element briljantnosti, temveč velikokrat predvsem priložnosti in včasih kulture. Seveda brez trdega dela so ostali elementi, le potencial.
Anthony Giddens: Runaway World; How Globalization is reshaping our lives
In times of global challenges, book from Anthony Giddens about challenges and solutions to tackle globalization on a local level is worth reading.
Anderl Heckmair: Trije zadnji problemi Alp
Opis boja z gorami in premagovanje zadnjega problema Alp, severne stene Eigerja, ki jo je avtor Anderl Heckmair premagal po tem, ko so ga prehiteli v Grand Jorasses.
Jutrišnji jaz bi se rad pogovoril z današnjim – just do it!
Motivacija za prave stvari, ko se ti ne da.
Corona virus, globalno onesnaževanje, deležniški kapitalizem – zapornikove dileme moderne družbe
Razmišljanje o tem, zakaj ljudje nismo na stopnji, ko smo sposobni sprejemati odločitve, ki so dobre za družbo in se odpovedati lastnemu udobju.
Stephen Baker: Numerati; Spoznajte numerate, oni vas že poznajo!
Numerati is a book from Stephen Baker, about time when mathematicans will look for models to estimate people and their behaviour. This approach can help us a lot, if we understand it. But it will also increase pressure on privacy and ethnical issues.
Benjamin Gilad, Mark Chussil: The new employee manual; A no-holds-barred look at corporate life
Book from two authors that run strategy simulations for corporations about how to develop and keep skill of competitivnes. Focusing on corporate dysfunctions and how to work inside rigid framework but still focus on individual development.
Digital processes and data-driven decision-making company
How to prepare a company and management for digital and data driven economy. Connecting business lines, improving data and digital skills of business line management, creating new leadership model, setting proper decision making framework and introducing better consumer experience based on better technology utilization.
Nir Eyal: How to master distraction
Nir Eyal is an author of two books Hooked and Indistractable. Both are talking about today’s world, where we have so many noises and where we can get distract quickly, since technology is offering us quick satisfaction of our pain. Hooked is about how companies can use habit forming principles to create services and products... Read More
Helikopterski pogled na vlogo IT-ja v podjetju
Osnovna struktura informacijske podpore v podjetju in ciljev posameznega dela te podpore.
Marco Iansiti, Karim R. Lakhani: Competing in The Age of AI; Strategy and Leadership When Algorithms and Networks Run the World
Digital companies are changing business world, crossing industries and chaging value creation and value capturing. Data, algorithms, software and new operational digital models are chaging our world. And a new breed of leaders is needed.
Amrit Tiwana: IT Strategy for Non-IT Managers; Becoming and Engaged Contributor to Corporate IT Decisions
This is a description of how to understand IT as non-IT manager in order to make better management decisions that will help your company improve business values or lower costs
Sreča ni motivacijski element
Kaj je tisto, kar nas poganja. Kaj je naš motivacijski faktor. Sreča ni motivacijski element. Prepoznati in kontrolirati.
Martin Lindstrom: Small Data; Drobne sledi, ki odkrivajo velike trende
Avtor je po celem svetu zbiral podatke o navadah in trendih domačinov in jih uporabil za razvoj ali izboljšanje storitve in produktov (mali podatki). To počne tako, da gre na domove ljudi ali jih temeljito izprašuje in opazuje, kako počno vsakodnevne stvari. To svoje početje imenuje podteksting, ko koplje po smeteh, pregleduje spalnice, išče ovoje... Read More
Prodaja – samotni jezdeci po pokrajini strank ali uporabniki modernih orodij in zaključevalci poslov?
Usage of sales support tools and importance of proper strategy setting
Pam Didner: Effective Sales Enablement; Achieve sales growth through collaborative sales and marketing
Sales enablement Sales teams need to understand how to leverage technology and their customers’ content to create win-win marketing scenarios. Role of marketing in sales enablement was: Drive demand generation Work closely with sales on nurturing prospects Fulfil content needs Aid sales training and onboarding Craft value propositions But it needs to evolve to help... Read More
Daniel Kahneman: Razmišljanje hitro in počasno
Avtor v knjigi govori o dveh izmišljenih likih, dveh vrstah bitij in dveh jazih. Dva izmišljena lika sta sistem 1 in sistem 2. Sistem 1 je intuivni sistem, ki je odgovoren za hitro razmišljanje. Sistem 2 je prizadevni in počasnejši sistem, ki skrbi za počasno razmišljanje in nadzoruje sistem 1 ter ohranja nadzor. Dve vrsti... Read More
Finančne metrike – svetovne, slovenske in IT slovenski
Finančne metrike Vprašanje ali vodstvo razume kako njihovo podjetje proizvaja denar, kako ga troši in kakšna je strategija za naprej, naj bi bilo osnova delovanja vsakega profesionalnega managementa. Ker v svetu prevladujejo tehnološka podjetja, sem si sam naredil grobo analizo velikih, da si pridobim sliko, kje so, kam vlagajo in kakšen potencial imajo – osnovne... Read More
Trendi, ki spreminjajo prodajno okolje – povzeto po Pam Didner: Effective Sales Enablement
Trendi, ki spreminjajo prodajno okolje: Dinamika trga in spreminjanje potrošniškega povpraševanja Razvoj razgledanih kupcev – kupci želijo sami pridobiti informacije o rešitvah Vertikalizacija prodajnega osebja – kupci ne želijo generalistov, temveč prodajnike, ki so relevantni za specifike njihove industrije. Sprememba iz FAB (features, advantages, benefits – prodajanje funkcij) prodaje v »prodajo rešitev« do nadgradnje v... Read More
Razlike med transakcijsko prodajo in prodajo v poslovnem modelu, ki temelji na porabi
Velik podjetij se odloča za spremembo iz transakcijskega modela v model porabe. Tudi prodaja se mora prilagoditi. Potrebujemo prodajo v modelu, ki temelji na porabi. Transakcijski model Transakcijski pristopi, kjer je bilo večino tveganja za delovanje na strani stranke, ko je bila enkrat transakcija narejena, je imel drugačno motivacijo in pristop k grajenju zaupanja, saj... Read More
James Clear: Atomske Navade; Drobne spremembe, izjemni rezultati
Navada je rutina ali ravnanje, ki ga izvajamo redno – in v številnih primerih samodejno. Kakovost našega življenja je velikokrat odvisna od kakovosti naših navad. Naval Ravikant je rekel:«Če hočeš napisati odlično knjigo, moraš najprej sam postati ta knjiga.«[1] Moč navad in malih izboljšav se je pokazala v delu Dava Brailsforda, ki so ga Angleži... Read More
Upravljanje z viri in kaj mora poslovodstvo vedeti o svojem podjetju
Prebiranje knjige o zgodovini IBM-a in predvsem opis, kako se je le ta znašel v težavah, ko je pod Palmisanom in kasneje Rometty, svoj fokus preveč usmeril v vlaganje v vračanje denarja lastnikom in mu je to začelo rušiti denarno metriko kreiranja in porabljanja denarja, mi je dalo misliti o tem elementu managementa. Predvsem pa... Read More
James W. Cortada: The Rise and Fall and Reinvention of a Global Icon
Birth IBM history can be divided into three periods. 1880 to 1914 from start to merger of three companies. From 1914 to 1956, the years of Thomas Watson Sr. and period after WWII when IBM moved to computers. Two important persons in the start of IBM were Charles R. Flint, the entrepreneur who put together... Read More
Stakeholder capitalism – who does what?
I came across stakeholder capitalism definition about twenty years ago, when I was working on my master thesis: Third Way of Social democracy. Being a student of sociology, it was hard for me to understand, why I need to take into consideration different capitalist models in UK and Germany, one economy being influenced by shareholder... Read More
Clayton M. Christensen – kako razumeti spremembe in reagirati na njih
Clay Christensen V času, ko svet objokuje smrt Kobe Bryanta, se je od tega sveta z veliko manj pompa poslovil Clay Christensen. Ker svet raziskovanja poslovnega okolja nima prepoznavnosti profesionalne košarke, seveda to ni postala novica. In v duhu poštenosti smrt tudi ni bila povezana z izrednim dogodkom. Toda kolektivna izguba zaradi tega ni nič... Read More
How to become a seller from Graham Hawkins: The Future of Sales Profession
Sales teams have never really been »teams«. For more then 130 years, sales teams have been made up of »autonomous agents« who effectivelly own and operate an entire territory or set of accounts, regardles of their skillset, knowledge or expirience. In other words, sales team ask each individual to play every role in every game.[1]... Read More
Bas Kast: Prehranski kompas, povzetek vseh znanstvenih študij na temo prehrane
Avtor je ob lastni izkušnji srčnega napada začel razmišljati o spremembi načina življenja, s poudarkom na prehranjevanju. Ko je želel priti do podatkov, je ugotovil, da obstaja za vsak element prehrane pozitivna in negativna študija, tako se je odločil, da bo poskusil narediti svoj povzetek le teh in izluščiti neka splošna načela zdravega pristopa, ki... Read More
Baba Prasad: Nimble; Make Yourself and Your Company Resilient in the Age of Constant Change
We can no longer afford to adapt slowly; at evolutionary rates. We need to be able to change rapidly. We have learned how to manage organizations by optimizing the use of various kinds of resources. We know how to structure organizations for optimal flows of control, goods, and information. The Taylorian mind-set of the business... Read More
Neil de Grasse Tyson: Astrofizika za vse, ki se jim mudi
Na začetku, pred skoraj štirinajstimi milijardami let, so bili ves prostor, vse snov in vsa energija znanega vesolja zbrani v prostornini, manjši ob bilijonine velikosti pike na koncu tega stavka. Bilo je tako vroče, da so bile osnovne sile, ki opisujejo vesolje, še združene. Planckova doba od začetka obstoja vesolja do 10-43 sekunde, ko se... Read More
Kdo je odgovoren za stranko in kaj se je spremenilo
Kdo je odgovoren za stranko? Podjetje mora dobro razumeti dva elementa njegovih poslovnih procesov, če želi izgraditi pravo strukturo za upravljanje odnosov s stranko. In oba elementa se močno spreminjata pod vplivom novih tehnologij. Prvi element je kaj in kje so viri prodajnih priložnosti. Drugi element je upravljanje z uporabniško izkušnjo. Viri priložnosti in upravljanje... Read More
Robert G. Hagstrom: Buffettova načela; Brezčasna načela investiranja za nove gospodarska razmere
Nasvet, kupi po nizki ceni in prodaj po višji, velja v vseh okoliščinah. Veliko pametnih idej iz prihodnosti je zastaralo. Čim več podrobnosti vsebuje nasvet, tem hitreje zastara. Večina ljudi raje kupuje stvari, katerih cena trenutno raste, in ne tistih, katerih cena bo rasla šele nekoč v prihodnosti. Za razliko od teh ljudi, je Buffettovo... Read More
Dan Hill: Emotionomics; Leveraging Emotions for Business Success
In business, the reason for ignoring emotions has been that, according to the popular view, emotions can’t be quantified and put into a spreadsheet. The thinking goes that, if emotions can’t be measured, they can’t be managed. If they can’t be managed, they can’t be planned for and have no viable meaning. Emotion drives reason... Read More
Digital changing key-account landscape by McKinsey & Company
McKinsey document about how to move your traditional key account management into digital era.
Andrew D. Banasiewicz: Evidence-Based Decision-Making; How to Leverage Available Data and Avoid Cognitive Biases
How to use decision making frameworks to make better decisions. Great book about better evidence based decision making.
Omrežja in moč odnosov (z vključenim prodajnim pogledom za Slovenijo)
Omrežja je beseda, ki pridobiva na moči. Način uporabe je različen. Od tega, da se z njo opisuje poslovna razmerja, da jo uporabljajo za politične namene, včasih zaide v svet razmerij in poznanstev, uporabljena je za opis tehnoloških pojavov, nemalokrat pa jo najdemo tudi v besednjaku, ki opisuje finančna razmerja. Razvoj Preučevanje omrežij pridobiva na... Read More
Pristranskosti po Andrew D. Banasiewicz:
Nedoločenost – tendenca, da se izogibamo opcijam, pri katerih zaradi mankajočih informacij ne moremo oceniti verjetnosti. Sidranje – tendenca, da se preveč zanesemo na en del informacije (po navadi prvi, ki ga prejmemo), pri odločanju o nečem. Pozornostni učinek – tendenca naše percepcije, da nanjo vplivajo naše ponavljajoče misli. Pristranskost avtomatičnosti – tendenca, da smo... Read More
Rob Thomas: The End of Tech Companies
In his article on Medium, Rob Thomas is talking about transition of business models in all industries into models that are not only technologically supported but actually are based on technology. https://medium.com/newco/the-end-of-tech-companies-b093e82d1118?#.b8n8yh176 Data, IoT and software are replacing industrialization as the driving force of productivity and change. There are 4 macro shocks, all occurring at... Read More
Introducing AI through ladder approach (Rob Thomas – IBM, published by O’Reilly media)
Report published by O’Reilly media, written by Rob Thomas: https://www.robdthomas.com Robert D. Thomas is general manager of IBM Data and Artificial Intelligence He is writing in his paper about AI approach company should take in order to be succesful, you can access paper bellow: The AI Ladder has been developed by IBM to provide organizations... Read More
Ali Žerdin: Ujetniki omrežij; Priročnik za samopomoč v omreženem svetu z zelo dolgim uvodom
Trditev, da je šlo nekaj narobe zaradi omrežij, ni neresnična. Človek ne more živeti izven omrežij. Živimo na način, da smo v odnosu z ljudmi v svoji okolici. Omrežja niso vedno negativna, lahko skrbijo tudi za pozitivne aktivnosti. Ko govorimo o družbi smo v zadnjem času govorili o razredih ali slojih. Omrežja na drugi strani... Read More
David Orrel: Quantum Economics; The New Science of Money
Quantum world can offer so many analogies that can be used in quantum economics and can describe quantum money.
Nassim Nicholas Taleb: Tvegati lastno kožo; Skrite asimetrije v vsakdanjem življenju
Štiri področja, ki jih knjiga obdela so: nedoločenost in zanesljivost znanja (tako praktičnega kot znanstvenega, če se razlikujeta) – zaznavanje blefiranja, simetrijo pri človeških zadevah, torej pri poštenju, pravičnosti, odgovornosti in vzajemnosti, deljenje in prenos informacij, racionalnost in kompleksne sisteme v stvarnem svetu. Ljudje, ki so zagovarjali intervencijo v Iraku in Libiji so intervencionisti. Njihove... Read More
Kategorizacija naših strank
Včasih je dobro, predno se odločimo za pripravo strategije prodaje za določeno obdobje in si določimo iniciative ter jim pripišemo aktivnosti, da naredimo oceno, kakšen je naš nabor strank. V prodaji je zaradi Pareto principa, ko 20% prinese 80% uspeha, izjemno pomembno, da vemo kam usmeriti svojo energijo. Večina modernih prodajno podpornih orodij se razvija... Read More
Nick Bostrom: Superintelligence; Paths, Dangers, Strategies
Since 1940 the idea of reaching a state where machines would match human level intelligence was present. But what about reaching superhuman-level machine intelligence. I.J. Good wrote in 1956: “Let the ultraintelligent machine be defined as a machine that can surpass all the intellectual activities of any man however clever. Since the design of machines... Read More
Kako se lotiti poti v prihodnost
V času, ko se pojavlja nešteto teorij o poslovnih modelih, poslovnih praksah, praksah vodenja, razvojnih praksah, organiziranju poslovnih procesov, prodajnih pristopih, upravljanju z ljudmi in ostalimi viri, se je morda dobro vrniti nazaj k osnovam in jih pogledati v luči razvoja tako novih tehnologij, kot z njimi povezanih poslovnih modelov. Osnove Vsak podjetje mora, predno... Read More