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Tag Archives: Sales
Crossing the Chasm: Page by Page Review – Moore’s Masterpiece
If you’re new to product management, marketing, sales or leadership in an industrial B2B supply chain – this book is the best place to start. Key Concepts Product Life Cycle Moore’s first chapter introduces the key tenant of the book … Continue reading
Posted in Moore's Chasm
Tagged B2B, Growth, Industry, Marketing, Sales, technology
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How to Win Friends and Influence People: Chapter by Chapter Review of Dale Carnegie’s Best Book
Carnegie’s work is masterpiece of self-help and persuasive writing. This book is short – and I highly recommend reading it directly if this summary and review piques your curiosity. His story telling and educational skills are so great that he … Continue reading
Posted in Books, Carnegie, Methods, Trust
Tagged Carnegie, Friendship, How to win friends and influence people, Persuasion, Sales, Trust
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Carnegie 04.2.1: How to Win Friends and Influence People – PRINCIPLE 1 Become genuinely interested in other people – “Do This and You’ll Be Welcome Anywhere”
The chapter title is, “Do This and You’ll Be Welcome Anywhere”, which Carnegie answers with – PRINCIPLE 1 Become genuinely interested in other people. Best Quote(s) “I love my audience. I love my audience.” “I love being here,” is a … Continue reading
Posted in Books, Carnegie, Methods, Theory, Trust, Uncategorized
Tagged Carnegie, leadership, Sales
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How to Win Friends and Influence People: Chapter 0b – “Nine Suggestions on How to Get the Most Out of This Book”
Carnegie continues to lead the reader towards better people skills, laying out 9 easy rules which will improve the efficiency of his book. Continue reading
Posted in Books, History, Marketing, Methods, Uncategorized
Tagged Carnegie, How to win friends and influence people, Persuasion, Sales
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How to Win Friends and Influence People: Chapter 0a – Why was this book written?
This book bounces along with catchy stories and pacing – a page by page summary makes sharing Carnegie’s insights a delight. I smiled writing this and at the thought of the reader doing the same. Continue reading
Posted in Books, Business, Methods
Tagged Carnegie, How to win friends and influence people, leadership, Life, Persuasion, Positive, Sales
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New or Better?
When new technologies arise there is a real desire to create a Disruptive Product(TM), to focus on the new and to avoid simply making a better version of the current market leader. Don’t fall into that trap. It is almost … Continue reading
Posted in Disruption, Innovation, Marketing, Uncategorized
Tagged 3D Printing, Disruption, Innovation, leadership, Management, Marketing, Materials Science, Sales, Strategy, Tech Forecasting, Technical sales, technology
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Industrial Business Models – Choice #1
Hardware is dead. Hardware is booming. Hardware is hard and no one should do it. Hardware is different. Hardware is the same. IoT, IIoT and additive manufacturing attract attention to heavy industry – where a thing is being produced and … Continue reading
Posted in Disruption, Industry, Innovation, Materials Science, Theory
Tagged Business Models, Industry, leadership, Lean, Manufacturing, Operations, Sales
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Growth by Document
The current business has experienced pleasant success despite a challenging market. We grew our ASP from $40,000 by nearly 20x, increased our industrial installation base by similar numbers and have figured out how to grow in a long sales cycle market. … Continue reading
Posted in Industry, Marketing, Methods, Theory
Tagged CCPM, Contracts, Critical Chain, Critical chain project management, Crossing the Chasm, Documentation, Goldratt, leadership, Management, Operations, Sales, Strategy, The Lean Startup, Theory of Constraints, ToC
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Building the Right Team
In our management meetings the other week, we talked about what we want our teams to look like. Running our commercial organization, my ideal team needs to reflect the needs of the market and be able to help our customers … Continue reading
Posted in Industry, Theory
Tagged HR, Management, Personnel, Product Management, Sales, Strategy, Team building
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Fred Lybrand 
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