Nigel Vaz: Digital business transformation
Digital moat A “digital moat” is the sum of the capabilities you put in place to create value and be competitive in a digital world. It is your company’s ability to evolve hard‐to‐duplicate, digitally supported products, services and experiences that continually align with changing customer behaviors and technology. A company that has one of the... Read More
Jim Collins: Good to Great
Good is the Enemy of Great Few people attain great lives, in large part because it is just so easy to settle for a good life. The vast majority of companies never become great, precisely because the vast majority become quite good. There are eleven companies with the ratio of cumulative stock returns relative to... Read More
Kaj je dobro vedeti, ko se lotimo prezentacije?
Kaj je dobro vedeti, ko se lotimo priprave prezentacije ? Po tem, ko sem dobil dobronameren nasvet, da vizualizacija šteje in da imam veliko prostora na tem področju ter obenem nasvet, kako se stvari lotiti, sem sprejel eno boljših odločitev v zadnjem času. Kupil sem si tri knjige ter se spustil v svet raziskovanja vizualnega... Read More
Stephen Few: Show Me the Numbers; Designing Tables and Graphs to Enlighten
Purpose of visual display of information Today everybody can produce reports of quantitative business information in the form of tables and graphs. But because doing it became so easy due to new technology, many of us forgot about mean purpose: to provide the reader with important, meaningful and useful insights. The content must compose a... Read More
Russell Brand, Hong Nguyen-Phuong, Kimberly Wiefling, Mitchell Levy: Turning Ideas into Impact; Insight from 16 Silicon Valley Consultants
Consulting services There are a few small, simple, but vitally important secrets to getting customers for a consulting business. Secret 1: Start with the Problem Secret 2: You Are a Hero Secret 3: The Problem Is Valuable Secret 4: Empathy Transforms You from a Hero into a Superhero Secret 5: Superheroes Have Nothing to Prove... Read More
Cole Nussbaumer Knaflic: Storytelling with data; A data visualization guide for business professionals
There are six elements that are important for good storytelling: Understand the context Choose an appropriate visual display Eliminate clutter Focus attention where you want it Think like a designer Tell a story Understanding situational context including the audience, communication mechanism and desired tone, is important. Data visualization and communicating with data in general sits... Read More
Kevin Glaser: Inside the Insurance Industry – Third edition
How Insurance Companies Work Insurance companies are typically chartered as mutual or stock companies. A mutual company is owned by its policyholders (also referred to as “insureds”). A stock company is owned by its stockholders. The main advantage of a mutual company from an insurance consumer’s perspective is the possibility of receiving a “refund” in... Read More
Robin Lewis, Michael Dart: The New Rules of Retail; Competing in the World’s Toughtest Marketplace
We are in living in the age where value is understood differently. This is driving transformation of the retail, wholesale and manufacturing. Value is defined by consumer. Retailing has arrived at this transformative moment after 150-year evolution in three waves: Wave I, lasting roughly from 1850 to 1950, is known as the era of “producer... Read More
Nick Hobbie: Data for Executives; How to influence stakeholders and achieve success
Data presentation is a combination of three things: Data analytics: includes gather, clean and prepare data. Creative design: can be broken into two distinct approaches (skills and process). The creative design skill is how images, charts, graphs look and fell to the end-user. The focus is on color schemes, graphic designs and other visual appeals.... Read More
Matthew Dixon, Brent Adamson: The Challenger Sale; Taking Control of the Customer Conversation
History of sales The history of sales has been one of steady progress interrupted by a few real breakthroughs. First breakthrough was split in sales roles into hunter-farmer model. In insurance companies’ people that sold insurance were also the ones collecting payments, until those two roles didn’t split. Second breakthrough happened in July 1925, when... Read More
David L. Rogers: The Digital Transformation Playbook (Columbia Business School Publishing
Digital transformation is not about technology — it is about strategy and new ways of thinking. The Five Domains of Digital Transformation: Customers, Competition, Data, Innovation, Value There is absolutely no reason upstart digital companies have to supplant established firms. There is no reason new businesses have to be the only engines of innovation. If... Read More
Peter Thiel, Blake Masters: Zero to One
Doing what we already know, how to do takes the world from 1 to n, adding more of something familiar. But every time we create something new, we go from 0 to 1. The act of creation is singular, as is the moment of creation and the result is something fresh and strange. Humans are... Read More
Thomas H. Davenport, Jeanne G. Harris: Competing on Analytics; The New Science of Winning
Why do analytics Netflix is one of analytical competitor. Its CEO Reed Hastings has a master’s in computer science from Stanford. They also created 1 million USD prize for quantitative analysts outside the company who can improve the cinematic algorithm by at least 10 %. Analytics is the extensive use of data, statistical and quantitative... Read More
Cory Bray, Hilmon Sorey: The Sales Enablement Playbook
Sales Enablement Is an Ecosystem Sales Enablement is the concept of extending a prospect-centric mindset to all departments within an organization. Sales enablement is meant to be applied as an ecosystem — not a technique, a role or a technology platform exclusively, though each of these plays a part. Additionally, “sales development rep” (SDR) refers... Read More
Francis Buttle: Customer relationship management; Concepts and technologies – second edition
Customer relationship management – general There are four types of CRM: Strategic – focused upon development of a customer-centric business culture. Operational – automates and improves customer-facing and customer supporting business processes. Analytical – concerned with capturing, storing, extracting, integrating, processing, interpreting, distributing, using and reporting customer-related data to enhance both customer and company value.... Read More
Inazo Nitobe: Bushido; Kodeks Samuraja
Bushido kot etični sistem Zvestoba in filialno spoštovanje sta dve kolesi kočije japonske etike. Luč viteštva, otroka fevdalizma, ki je preživelo obdobje, ki ga je porodilo, še vedno osvetljuje moralno pot, tistim, ki sledijo Bushidu. Bu-shi-do dobesedno pomeni vojaško-vitez-način, način kako bi se bojevniški plemiči morali obnašati v vsakdanjem življenju in tudi pri svojem poklicu.... Read More
Mark Roberge: The Sales Acceleration Formula
The whole idea of innovation is that it gives you a competitive breathing space. In the good old days, a decent innovation could look forward to a year or two of advantage in the marketplace before the competition could catch up. Not so today: you’re lucky if you have a couple of months at the... Read More
Standard ali specifika
Microsoftov korak k standardu V svoji novi vlogi sem ob spoznavanju Microsoftove programske opreme, ki je namenjena podpori poslovanja podjetjem, naletel na zanimivo dilemo, ki v bistvu niti ni tako nova. Podjetja že od nekdaj svojo vrednost gradijo na dva načina. S standardizacijo svojih procesov in na ta način zmanjševanja stroškov svojega poslovanja ali s... Read More
Simon Sinek: Neskončna igra
Neskončne in končne igre Igra obstaja, če obstaja vsaj dva igralca. Prav tako obstajata dve vrsti iger: končne in neskončne. Končne igra igrajo igralci, ki so znani. Imajo stalna pravila. Obstaja dogovorjen cilj, s katerim se, ko ga dosežemo, igra konča. Končne igre imajo vedno začetek, sredino in konec. Nasprotno pa v neskončnih igrah igrajo... Read More
Rana Foroohar: Don’t Be Evil; The Case Against Big Tech
Data economy and Big Tech How did we get here? How did we get from a world where “information wants to be free” to one in which data exists to be monitored? Don’t be evil is a famous first line of Google’s original Code of Conduct. Google has been the pioneer of big data, targeted... Read More
Thomas Lah & J.B. Wood: Technology-as-a-Service Playbook
Disruption Happens XaaS is not just technology that is priced by the month and hosted in the cloud. It’s just a new way of running a tech company. And it’s powered by your real-time connections to the customer. The ability to “prove deliverable business outcomes” will supplant “win the feature bake-off” as the central focus... Read More
Leonard Mlodinow: Elastic; Unlocking Your Brain’s Ability to Embrace Change
Today we consume, on average, a staggering 100.000 words of new information each day from various media. About 28.000 a few decades ago. There are new demands on how we must think in order to thrive in this whirlwind era. There are certain talents that can help us. The capacity to let go of comfortable... Read More
Clayton M. Christensen, Michael E. Raynor: The Innovator’s Solution; Creating and sustaining successful growth
Faced with innovator's dillema managers are pushed from their comfort zone and usually react poorly. Innovator's solution is helping them respond properly.
Economic moat – ga imate, ga poznate?
»Economic moat« »Moat« je angleška beseda za jarek. Bolj natančno obrambni jarek. »Economic moat« je izraz, ki ga je predvsem populariziral Warren Buffet, ki je s tem izrazom označeval podjetja, ki jih je iskal, da bi vanje vlagal. To so bila podjetja, ki so imela dolgoročno konkurenčno prednost. V časih, ko se poslovno okolje močno... Read More
Kvalitetne prodajne priložnosti
Cilj prodaje Končni cilj vsake prodajne aktivnosti je sklenitev dobrega posla, ki vodi v dolgotrajno poslovno razmerje. Toda pot do uspešne prodaje je velikokrat vijugasta in nepredvidljiva. Ker se končni cilji velikokrat dosežejo, če so parcialni dobro dodelani, je morda najpomembnejši cilj vsake prodajne organizacije, da oceni kvaliteto svoji prodajnih priložnosti in da vlaga napore... Read More
Dave Conklin: Lost At 30,000 Feet; A Business Leader’s Guide To Understanding & Navigating The Complicated Digital Business Growth Landscape
Great book about digital business issues and challenges and how to understand digital landscape as business leader, to make your company successful.
Malcolm Gladwell: Pogovarjanje z neznanci; Kaj moramo vedeti o ljudeh, ki jih ne poznamo
Avtor skozi primere opiše glavne omejitve našega razumevanja neznancev: pristajanje na privzeto resnico, predpostavka očitnosti in neupoštevanje sklopitve z okoljem in pogoji.
Moja prodaja je zanič!
Zakaj je pomembno, da jasno postavimo pričakovanja do prodajalcev in vlogo prodaje v podjetju predno začnemo z ocenami.
John Battelle: The Search; How Google and Its Rivals Rewrote the Rules of Business and Transformed our Culture
How and why search industry developed as it did and how Google took control of it.
Conflict resolution or why solution acceptance is what really matters?
How to handle conflicts and how to check if they are really handled.
Design thinking – način soočanja z nepopolno definiranimi problemi
Design thinking is solution-based approach to problem-solving.
Howard Stevens, Theodore Kinni: Achieve Sales Excellence, the 7 Customer Rules for Becoming the New Sales Professional
Book based on 13 years of research about what it takes to be the best salespeople, from the customer point of view.
Making a consumer into the customer
How to build a structured system of consumer need collection and upgrade it with ability to monetize them and creating a customer out of it.
Ray Dalio: Principles
Ray Dalio Principles is a set of workings that define things in an algorithmic way, so that based on principles he developed during his work and life, he developed better decision-making machine, that works in idea meritocracy mode.
Silvester Kmetič, Werner Katzengruber: Prodaja; Strategije prihodnosti, Top Selling Professional, Biblija vrhunskega prodajnika
Strukturiran pregled po glavnih elementih prodajnih postopkov. Avtorja imata veliko izkušenj z delom v prodaji in vodenjem delavnic in svetovanjem o prodaji.
Zakaj so okolje, vsebina in prezentacija tako pomembni?
Zakaj je pomembno da razumemo koncept relativnosti in človeško delovanje, ki mu je podvrženo.
Can sales innovations occur inside existing sales organization?
How to deal with introducing changes in sales organization, especially disruptive ones. Parallel to Christensen Innovation dilemma.
Graham Allison: Destined for War; Can America and China escape Thucydides’s Trap
When ruling power is faced with rising power, fear and tensions can lead to war. That happened 12 out of 16 times in last 500 years. Can China and USA avoid it?
What it means to be a sales leader?
Short description what you should take care of when you became sales manager.
Tip osebnosti
Kratek pregled potencialnih kategorizacij človeških osebnosti
Clayton M. Christensen: The Innovator’s Dilemma; When new technologies cause great firms to fail
One of the greatest management books about challenges good management faces with managing disruptive technologies and market changes.
Bruno Salgues: Society 5.0; Industry of the Future, Technologies, Methods and Tools
Book about elements of society 5.0 based on its philosophical origin and development of history.
Quality of decision making
How I was analyzing my decision making process and how I tried to improve it.
Moj razvoj – kako sem iskal pot naprej, moja zgodba.
Moja zgodba o tem, kako se je razvijal moj miselni okvir in kako se je popisoval moj list izkušenj.
Gerald C. Kane, Nguyen Phillips, Jonathan R. Copulsky and Garth R. Andrus: The Technology Fallacy; How people are the real key to digital transformation
Great book about why technology is not the difference maker in successful transition of companies from traditional to digital. digital maturity is mostly about culture, leadership and people.
Smo priča spremembi paradigme vodenja?
Voditelji prihodnosti bodo morali sprejeti negotovost in znali uravnotežiti rezultate in razvoj, obenem pa prilagoditi svoj nastop okolju, ki se bo stalno spreminjal. Ponižnost in pripravljenost na učenje ter širok pogled sta nekaj, kar bo nujno za uspeh nove generacije.
Dr. Carol S. Dweck: Moč miselnosti; Kako uresničiti svoje zmožnosti
Bodi tisti, ki se vedno uči, ne tisti, ki vse ve. Zgodba Carol S. Dweck o tem, kako prožna miselnost vodi v uspeh, toga pa nas zapre v okvire, ki smo si jih sami postavili.
Ali potrebujemo novo kulturo v Sloveniji?
Pogled usmerjen v prihodnost in zakaj debata o preteklosti ni pot naprej.
Carmine Gallo: The Storyteller’s Secret
Storytelling is important, having ideas and messages and not being able to present them in motivating and inspiring fashion doesn't count. There are somepeople that are just good at it, but they also have to learn how to do it.
Digitalnost – pain-killer ali vitamini
Razmišljanje o tem, zakaj je digitalno pain-killer in ne vitamin in zakaj se morajo podjetja resno lotiti transformacije, ne le v času Covid-19
Agilnost kot moderni pristop
Kaj so vrednote in principi zapisani v agilnem manifestu leta 2001 in kaj potrebuje podjetje, da je pripravljeno na fleksibilnosti in negotovosto hitro spreminjajočega sveta
ICP and TAM – do you know what yours are?
Know you total addressable market and ideal customer profile
Posel, ki ga mora hrana opraviti – premišljen pristop k spreminjanju prehranskih navad
Prehranske navade so pomembne. Njihovo spreminjanje pomeni razumeti, kaj je posel, ki ga hrana opravlja in se usmeriti na odpravljanje poslov, ki niso dobri.
Tom Goodwin: Digital Darwinism; Survival of the fittest in the age of business disruption
Author is talking about what real change means. He is not talking about incremental steps, but transformative change in the age of digital development. It is about embracing emphaty, creativity and envisioning new life approach.
Kako se lotiti postavljanja prodajne organizacije ?
Kratek pregled kaj je dobro vedeti, predno se lotiš postavljanja prodajne organizacije
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.