Podcasts about selling high tech products

There are incredible obstacles when it comes to moving a new technology like electric vehicles from the early adopters to the mass market. But if you have the right insight, you may be able to predict what the future has in store. On this episode of Driving Ahead, from NADA, host Jonathan Collegio chats with Geoffrey Moore, organizational theorist, management consultant and author, known for his book Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. Jonathan and Geoffrey dive into the challenge of getting technological products from early adopters into the mass market, and how that can apply to electric vehicles, including how EV maintenance costs affect consumer behavior, overcoming charging infrastructure issues, and so much more. So press play and listen in to this insightful episode of Driving Ahead, from NADA.Follow UsX @NADAUpdateInstagram @NADAYouTube @NADAUpdateLinkedIn @NADAFacebook @NADAUpdatePresented by The National Automobile Dealers Associationhttps://www.nada.org/

How can you bring your cutting-edge products to a larger market, far beyond the walls of your own industry? Cross the chasm that separates us from the marketplace in today's episode! Helping you navigate is the legend in the go-to-market world, Geoffrey Moore. He is an American organizational theorist, management consultant, and author of Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. Geoffrey shares the guide to navigate across the chasm of technologies with a game plan for marketing in high-tech industries. He provides insights into a great framework called ‘Target Market Initiatives' and how it provides the avenue to overcome the challenges in a high-tech industry. Grab onto your seats as Geoffrey takes us across the chasm of technologies and towards a thriving business.Love the show? Subscribe, rate, review, and share! http://stratyve.com/

In today's episode of Category Visionaries, we speak with Raghu Gollamudi, CEO and Co-Founder of Included, a people analytics platform that's raised $5.4 Million in funding. Topics Discussed: Raghu's experimenting with tech as a kid, which included blowing a TV fuse in a country where TVs were very expensive His background in engineering and telecommunication in India, building a startup during the .com crash, and working at Microsoft Why Raghu admires an innovator who's making sanitary napkins more accessible  Creating an AI-powered HR analytics platform that provides insights and actionable recommendations to leaders Lessons Raghu learned from fundraising, and what his vision is for the future of Included   Favorite book:  Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

There is no secret that our online activity and research are constantly monitored. But what really happens when you accept “cookies” and consent to your data being collected by websites? How do companies use that data to configure their marketing and sales strategies?Two years after his wife's passing, Dan Frechtling was still inundated with ads related to treatments and studies about cancer. That made him realize how abusive and invasive social media can be and how sometimes ineffective privacy laws are in protecting customers. Through his work as the CEO of Boltive, he is dedicated to helping brands and publishers ensure that websites and ad platforms comply with data privacy laws and adhere to the choices of internet users.In today's episode of the Jake Dunlap Show, Dan shares his journey from journalism to entering the world of B2B sales and marketing and later joining Boltive in their mission to secure advertisers and publishers against invasive media. He talks about the beginnings of targeted advertising, what really happens when we accept sharing our personal information online and how new legislation on data privacy and online security is forever changing B2B companies marketing practices.  Time stamps: (02:32) Back in time- growing up in the D.C. area and getting intrigued by journalism;(04:20) Getting into Northwestern University and realizing journalism wasn't the right path for him; deciding to stay on and choosing economics as his second major;(05:41) Going back to school and getting his MBA;(06:19) Learning Chinese after his parents housed a student who ran away from China after the Tiananmen Square protests; visiting China, studying at the Nankai University and working with different developers there;(07:43) His innate curiosity and desire to learn new things attracted him to business- making a pit stop in public relations and working on the Gatorade account, getting hired as an undergrad at General Mills, and leading the marketing department for Stamps.com;(11:03) Deciding to make the leap into the B2B sales world and learning a new approach to sales and attracting customers;(16:33) The beginnings of targeted advertising and marketing (from the apparition of the cookie to interest-based ads, online behavioral advertising, and the GDPR protection policy);(22:09) Do you really understand what happens when you “accept cookies” and allow access to your private data?(26:35) What you need to know about privacy laws and how they impact the sales marketing world;(30:30) Boltive's mission- making the internet safer; launching “Privacy Guard”, a secret-shopper technology ensuring that privacy violations are detected and opportunities to reach a targeted audience aren't missed;(38:16) The future of marketing- strategies need to be optimized so that they respect customers need for privacy.  Quotes “From the first day, I showed up on campus I realized that journalism school was not for me, but what do you do? You're there, you're enrolled so what do you do? So I stuck with the program and added economics cause I was getting more interested in business.” “There's a storytelling in Journalism that's also reflected in Marketing. When you think about messaging, when you think about persuasion there's a lot of what's going to be meaningful to the listener you're pitching and how can you be creative in that regard.” “With B2B you have the opportunity to craft differentiation and to position yourself, and to put facts in case studies and evidence behind what you're saying.” “You've got this hyper-targeting and tracking that started with the cookie and then you've got this data protection rise from these alarming incidents and that's leading to changing consumer attitudes (...) and GDPR which is still regarded as the most comprehensive privacy and security regime in the world.” “I didn't use to get two hoots about privacy until I experienced my own privacy being shared when my wife was diagnosed with cancer and I started doing all kinds of research on the internet to figure out what were the treatments and little did I know that while I was visiting those websites I was being tracked (..) that completely changed my mind about how abusive data privacy can be.” “There's this thing called the GPC (Global Privacy Control) that the California attorney general's office is requiring all businesses to honor (...) Yet, 90% plus of U.S. businesses do not honor that, and Sephora was one of them.” “It gets to national security implications. There was an organization called RuTarget which was a subsidiary of Russia's Sberbank (...) For 4 months during the Ukraine invasion, RuTarget was receiving data from Google and from other advertisers unknowingly. This led to understanding the risks of surveillance from foreign governments.”______________________________  Get in contact with Dan: Linkedin- http://linkedin.com/in/frechtlingTwitter- http://lshrt.xyz/4ox5v  Boltive- social links: Website - https://www.boltive.com/Linkedin- https://www.linkedin.com/company/boltive/ ______________________________  Mentions: Tiananmen Square protests and massacre (1989)- student-led demonstrations suppressed by the Chinese government through military intervention; Gatorade- an American brand of sports-themed beverage and food products, built around its signature line of sports drinks; Website | Twitter | Youtube | Facebook | Instagram  General Mills- an American multinational manufacturer and marketer of branded processed consumer foods; Website | Twitter | Youtube | Facebook | Instagram | Linkedin Cheerios- a brand of cereal manufactured by General Mills;Website | Twitter | Youtube | Facebook | Instagram| Tik Tok Starbucks- an American multinational chain of coffeehouses and roastery reserves; Website | Twitter | Youtube | Facebook | Instagram | Spotify| Pinterest Geoffrey Moore-an American organizational theorist, management consultant, and author, best known for his work Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. In his book he offers  a template for a positioning statement; Website | Twitter | Youtube | Linkedin HTTP cookies- pieces of data from a website that is stored within a web browser and that the website can retrieve at a later time; Edward Snowden- former computer intelligence consultant who leaked highly classified information from the National Security Agency (NSA); __________________________  Follow Jake:Website- https://www.jakedunlap.com/Instagram- https://www.instagram.com/jake_dunlap_/Linkedin- https://www.linkedin.com/in/jakedunlapTwitter- https://twitter.com/jaketdunlap

Adam Grenier is the former Head of Growth Marketing and Innovation at Uber, where he helped build Uber's growth infrastructure from the ground up. He is also the former VP of Product and Marketing at LambdaSchool, and former VP of Marketing at Masterclass. These days, Adam is a growth and marketing advisor to many companies, as well as a teacher through Reforge. In today's episode, Adam shares how to determine whether a new channel is worth exploring, the rise of the growth CMO, and how improv classes can improve team bonding and create a more positive ‘yes' culture. He also speaks candidly about his own struggles with burnout and depression and shares some incredible tools that have helped him along the way.—Where to find Adam Grenier:• Twitter: https://twitter.com/AKGrenier• LinkedIn: https://www.linkedin.com/in/akgrenier/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—Thank you to our wonderful sponsors for making this episode possible:• Whimsical: https://whimsical.com/lenny• Coda: http://coda.io/lenny• Amplitude: https://amplitude.com/—Referenced:• OOT: https://en.wikipedia.org/wiki/Over-the-top_media_service• Grin: https://grin.co/• Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-Marketing-High-Tech-Mainstream/dp/0060517123•Hacking Marketing: Agile Practices to Make Marketing Smarter, Faster, and More Innovative:  https://www.amazon.com/Hacking-Marketing-Practices-Smarter-Innovative/dp/1119183170• Adam's twitter thread about burnout: https://twitter.com/akgrenier/status/1285275433282359296•Why Buddhism is True: https://www.amazon.com/Why-Buddhism-True-Philosophy-Enlightenment/dp/1439195455—In this episode, we cover:(00:35) Adam's background(05:34) How improv can improve creativity and collaboration(13:09) What we'll cover in this episode(13:52) Determining when an acquisition channel is a good match(25:38) Advice for how long to test a new channel(30:11) Emerging platforms that are worth exploring(36:53) Influencer marketing tools(37:55) When to broaden your audience(41:22) What is a Growth CMO?(49:36) Why marketing leaders should learn product development(51:32) Red flags that your CMO isn't a good fit(55:33) Dealing with depression and burnout(1:03:00) Tools to help you through difficult times(1:05:20) Signs you're facing burnout(1:07:15) What's next for Adam—Production and marketing by https://penname.co/. For inquires about sponsoring the podcast, email podcast@lennyrachitsky.com. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Gadi Shamia is the CEO and Co-Founder of Replicant, a conversational AI platform founded on the belief that machines are ready to have useful, complex conversations that will transform the way they interact with the world. Prior to Replicant, Gadi helped take Talkdesk, a $10B contact centre software market leader from a seed-stage company to a Unicorn startup as its COO, and played a key role in architecting and executing its 20X growth in people and revenue.   Questions   Could you share with our listeners a little bit about your journey? Can you share with us a little bit about how organizations are using AI to enhance customer experience? And have you seen that change more drastically, especially in the last 2 to 3 years? Could you also share with us how the intelligent voice automation is helping to improve business outcomes for companies who don't have enough manpower to keep up with demand? What's the one online resource, tool, website or app that you absolutely can't live without in your business? Could you share with us maybe one or two books that have had the biggest impact on you, it could be a book that you read a very long time ago or even listened to, or one that you have engaged with recently, but has really left a big mark on you. Could you also share with us what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people. Where can listeners find you online? Do you have a quote are saying that during times of adversity or challenge, you tend to revert to this quote, it kind of helps to get you back on track if for any reason you got off track, or you got derailed? Do you have one of those?   Highlights   Gadi's Journey   Gadi shared that he likes this question because it gives him an opportunity to share with people that a lot of one's journey is luck, and maybe early smart decisions. But some of them in some cases no way to predict how one decision will lead to the next opportunity.   He got into tech as an accident actually, he studied accounting and economics. The tech industry at the time in the 90s was not really evolved actually even studying computer science was one of the easiest degrees to get to. And accounting economics management type degrees were really hard to get to at the time, really reverse from what is today.   And he got into tech because his university was on strike, because their tuition was increased. So, all the students went on an almost a semester long strike. And back in Tel Aviv, and a friend of his said, “Hey, you seem bored. Somebody's looking for a quality assurance person, a tech company.” He said, “I don't know what quality assurance is, don't know exactly what tech is but let me give it a try.”   And he jumped in, he really liked it and they really liked him and his journey in technology really started because he was bored during a strike in university, he could have been an accountant by now.   And then from there one thing led to the other, joining a tech company was great, it later on split into two. I stayed was one of the two sides is a Co-Founder and build an ERP and accounting software that is still used today. It's called SAP Business One it was acquired by SAP back in 2002. Had a chance because of its acquisition to spend 6 years as senior executive at SAP. And really one thing led to the other in a way that eventually led him to do what he does today. So, some luck, some hard choices, some easy choices, and you can find yourself in a great career.   Organizations Using AI to Enhance Customer Experience   Me: Now you have a lot of experience working with AI. And of course, there's a growing demand for it globally. Can you share with us a little bit about how organizations are using AI to enhance customer experience? And have you seen that change more drastically, especially in the last 2 to 3 years?   Gadi stated that yes, they actually at very beginning of wider adoption of AI in organizations, AI has been here as an option for several years, but we're just seeing it become more mainstream because in any area, any new technology, the first generation tend to not be great.   If you've compared Google Maps to some of the older versions of navigation software, in almost all cases, the first generation paves the way to better products that are using more advanced technology and some of the learnings of the previous generation. So he thinks we're in the first era of wide adoption of AI because it finally works.   And we see AI used across multiple use cases. The first adoption of AI was actually for quality assurance and call analytics. Traditionally in contact centres, calls were this black box and you record them for quality assurance and training purposes but really no one ever listens to them because the time it takes to listen to a phone call, the time the call takes. So it's pretty hard to listen to call especially on mass.   So what we see is more and more companies were adopting call analytics as a way to listen quote unquote, to many calls at the same time and derive insights but also training materials back to the agents. And this is really helpful because it allows us to train agents and help them learn faster. But it actually doesn't solve the fundamental issue we see today in the customer service space, which is lack of agents.   So it's great that we can train agents better but over the last couple of years, we've seen a problem, it used to be pretty bad becoming almost catastrophical. Agent availability was always an issue in the contact centre space and the pandemic made it much worse. We all heard about the great resignation, where more and more people choose not to participate in this type of job, tends to be entry level, mundane and repetitive. So the available pool of agents decreased quite dramatically.   And an added disruption that the pandemic added was childcare, was people becoming sick themselves, people caring for maybe older parents, and agent availability dropped even further.   So if you talk with customers today, the question they're asking is not how we train agents is how we hire more agents if it's even possible. And then can we train them and onboard them faster, but more importantly, can we start using AI to automate some of the most mundane and repetitive work of those agents, so we can free up these agents to do more meaningful work.   And the reason he's so excited about this change is that it's a triple win to everyone. If you can take away from the agents the most menial, repetitive tasks, their work is going to be more rewarding, companies are going to be inclined to pay them more, they're more likely to stay longer in their jobs, and customers are less likely to wait hours to speak with an agent. So it's a pretty interesting intersection where AI can really create a relief for the first time in a meaningful way. Intelligent Voice Automation Helping to Improve Business Outcomes for Companies   Gadi shared that this is the core of what Replicant does. And they have many, many examples of what the impact of that and he'll give a couple of examples. As he said, they hear constantly from their customers that hiring became their biggest challenge. And they hear quotes like, “I now try hiring 9 people for every five roles because I know that in the first two months, 4 will leave.” So you have to hire more people for the same exact number of openings. People stay for a shorter period of time, it used to be a year to year and a half. Now agents will call it quits after 6, 7 months. So that's an ongoing problem.   And couple of interesting examples. One of them was one of their customers ECSI in a financial service area. So they deal with student loans and other payment products and their hot season is somewhere between January and tax time, which last year was May, this year, hopefully will stay April.   And the first four months of the year, they get the majority of their calls around student loans, tax forms, and so on. So every year the ritual was similar, you have to go and hire extra 20, 25, 30 agents to just help with the seasonal increase and this is a very hard task. Everybody high season agent knows that you have to hire people for a short period of time, they're less committed to the business, they come there to plug a hole, if you train them but then the whole thing goes away at the end of the season and you have to repeat the whole thing every time you have a predicted increase in call volume.   So, for ECSI, this is the first year when they don't have to hire seasonal agents to deal with the tax issues because they're able to automate a majority of their simple calls and repeatable calls around tax and tax forms, “I didn't get the form, please send it again to me.” And so on.   It's created a really interesting experience, for the callers, it used to be or this is the hot season, I have to wait more to speak with an agent just to get the form I probably lost in the mail. Now they get an answer within seconds and the solution was in 2, 3 minutes.   For the company, they don't have to go through the rigmarole of starting somewhere in October to identify, interview agents, hire them in December, train them over the holidays, and make sure they are ready to take calls in January, just to let them go in April.   So, the win here is both on the customer side where the calls don't have to wait on hold anymore. But also on the company side that doesn't have to go through this process which takes a lot of time, effort and energy from management, instead of focusing on continuous improving of customer service. So, that's one example where it's really helpful.   Another one, which he really likes is one of their customers in the roadside assistance space, they are serving large areas of Canada, Canada has a pretty hard winter this year and literally they told them they could not have answered all the emergency roadside service calls they got in some of the coldest days.   Because as you can imagine, a cool day and people try to start that car and they can't and they need roadside assistance and when a day like this happen, all of a sudden, instead of getting X number of calls, 100 calls, you get 300 calls and it's really hard to summon up enough agents in a day like this. Also, because the agent might be stuck at home with a dead battery.   So, the ability to answer any number of calls that came their way and be able to help all their customers in the coldest, hardest days was a big, big change from previous years for them, where some calls had to wait for 20, 30 minutes on hold, sometimes stuck out of the car in 5 degrees weather.   App, Website or Tool that Gadi Absolutely Can't Live Without in His Business   When asked about an online resource that he cannot live without in his business, Gadi shared that he thinks for everyone it would be Google. He really forgets how he looks for information and either way, Google became this notepad that allows you to really get quick answers for questions. But then also got kind of deepen your research. This is one that comes to mind first, but he will say that it's so much easier to consume information today that he can't really name one tool, he thinks if he had to, it's Google.   But he learned a lot from Twitter because of the randomness of that. He follows an interesting selection of people that covers a lot of areas of his interest. And it helps you learn from a less structured way, in Google, you go and seek an answer to a question, in Twitter in a way, you stumble upon topics you may have not thought of often and kind of open a new way of thinking for you. So, he likes the randomness of Twitter, but also a huge fan of audiobooks and podcasts.   And he constantly listened to at least one audiobook and maybe a couple of podcasts that he's excited about and it's interesting. His style of doing that, he likes to walk the dog and listen to a podcast and it helped him think freely about some other areas which may not be directly related to what he does, but can lead to interesting thoughts and solutions at work. So, just a way to provoke thinking much more than maybe learn something new. So if you look at what he's using every day is Twitter, Audible, Google and whatever his favourite podcast platform. Currently, he's using Spotify, but it changes over time.   Books that Have Had the Biggest Impact on Gadi   When asked about books that have had the biggest impact, Gadi shared that he wants to give credit to Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey Moore, which was one of the first technology books he's ever read. And he's not sure that if the impact of this book, the book is amazing and impactful, he will explain why. But also it was one of the first books that he read so it may have been the transformation he went through was more impactful because it was just one of the first books like the first call you may have had on cell phone in the middle of the desert, it's always more impactful than the new version of the iPhone that seems a little bit more of the same.   But he read the Crossing the Chasm, he worked on his first ever product that eventually is the one that was acquired by SAP and now turned to BSAP Business One. And they had this classic crossing the chasm problem. They launched this product and the first day they launch it, it literally was on DVDs, this is this was mid 90s and literally, they couldn't print enough DVDs to deal with the demand they had. And 30 days later, everybody returned the product, not everybody but 80% of the customers use the 30 days money back guarantee and return the product. And it became much, much harder to sell to mainstream customers and it took them 3 years to kind of crack the code of what a robust ERP product needed to look like until they're able to get to the mainstream and start getting wide adoption that eventually led to SAP acquiring a company and taking this product globally.   And he thinks the reason the book was so impactful was one, it came at exactly the right time, he was in a chasm was his company unable to move from early adopters to more mainstream buyers. The second is, it provide reusable useful tools that he use actually across his career. There's a concept of nine point checklist of product launch that he's still using today even as Replicant, one of the first exercise they've done as a leadership team is use the nine point checklist from this book that he read in 1995 to define the target market, the focus customer, the problem they're trying to solve. So having a reusable tool in the book that you can use 25 years after you read it, is just unique. There are so many books that just talk about small specific topic and they're really no more impactful than an article. And he thinks this book having this long lasting impact on him, is very unique. Now, he has read hundreds of books after that, each one of them left a small mark but this is definitely the most impactful book he has ever read in a business sense.   What Gadi is Really Excited About Now!   Gadi shared that it's a really interesting time when it comes to people development; it's something that he cares about greatly. So, as you said at the beginning, people can start calculating his age just by his years of experience and work in different companies. And his perspective, not shifted but evolved to really believe that the most important thing we can do as business leaders is be accountable and responsible to help our own team develop and grow. When you work in technology, especially when you're young, at least his perspective was that was really cared about the product he built and technology he built and he got a lot of traction from building a product that sold a lot of customers, like he still gets a lot of traction from it. But when you look in retrospect, he doesn't miss the products and now own and run by other people, he misses the people he works with and he feels most rewarded by seeing their career.   The intern that worked with him at ASAP and now CEO of a company that is probably going to be lasting for generations. Or the product manager that he hired 20 years ago and now is a Senior VP in a large public company running their entire product line and she's now by the way, a consultant and helping Replicant as kind of part of the give back programme in the Silicon Valley. So, if this is the most rewarding thing for him, he wants to make sure they as a company, continue to help their team launching their careers and make their stay at Replicant maybe 5 years or 10 years or 20 years a meaningful stop in their career.   So a lot of what he's focused on right now as they kick off 2022 is how do they provide this type of support to their team, being a remote company having people in Canada, in the U.S, some people in Europe. How do they create a platform that allows everybody to launch and improve their career and find Replicant to be a learning and growing experience.   Another area where he's really excited about is finding ways to support people in a more personal way. Companies traditionally stayed away from anything mental health or too personal especially in the U.S culture, we supposed to kind of keep things separated, you only work here, let's not talk about your emotions. And he thinks now, and maybe the pandemic helped with that, it became more normal to talk about mental health in the workplace and the impact of the pandemic and the impact of isolation and the impact of working remotely. So, he's excited to kind of tackle this relatively new problem and find ways to define a new SAT score between companies and its employees, about how might they support people also in their mental health journey and in their mental well being, maybe better than mental health, but their mental well being.   Me: All right, sounds good, very good, very forward thinking of an organization because you really have to take care of the person as a whole.   Where Can We Find Gadi Online   Twitter – @gadishamia LinkedIn – Gadi Shamia Website – http://www.replicant.ai   Quote or Saying that During Times of Adversity Gadi Uses   When asked about a quote or saying that he tends to revert to, Gadi shared that he doesn't have a quote, but he has a story. Early on in his life, he served in the military and he was in several situations that were really complicated, it's not necessarily a matter of life and death, as much as they were just complicated, where it looks like everything that could have gone wrong, went wrong, and then another time over and another time over and another time over. And the stress was real, and impactful and physical.   He used to remind myself a story a lot when he was younger, and just the fate memory of the story is very helpful by just remembering being stuck in the mud without being able to move at night far away and having series of issues happening one after the other. And then after a couple of days of intense work being able to get out of this mess. And he just reminds himself that, “Most of the issues he faced today are not at the scale.” And they're not really life and death and they could be resolved in different ways.   So, when he feels like he's overwhelmed mainly, he remembers the feeling of being overwhelmed when he was 22, much less experienced with much more severe consequences of a mistake. And he just says, you know what, we can just go through it and just having this peace of mind that he will be able to navigate it because it's not going to be as bad as that helped him a lot, especially early in his career.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners   Links Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey Moore   The ABC's of a Fantastic Customer Experience   Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.”   The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

Are your reps generating enough pipeline? It's a question that keeps every sales leader up at night. So Revenue.io, RevOps², TenBound and DemandBase decided to do some research. On today's episode, Ray Rike (Founder of RevOps²) joins us to discuss the results. In addition to getting pipeline and benchmark averages from over 200 companies, we found that there's a sweet spot for how much pipeline and revenue your sales reps should create (if you go past it you'll actually create less revenue). So if you want to start counting sheep instead of pipeline numbers, this is the episode you need to put all your sales worries to bed. Books Mentioned: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Traversing the Traction Gap by Bruce Cleveland 2022 Sales Pipeline and Revenue Benchmarks

Martin is a serial entrepreneur spanning three continents and 25 years Martin is the Co-founder & CEO of Gaine, the next-generation master data management platform specializing in healthcare and life sciences. specializing in enterprise data management, including co-founding Delos Technology which became Siperian and is now owned by Informatica and recognized as the leading enterprise MDM platform globally. Book Recommendations; Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey A. Moore

Shawn Wang - known as "swyx" online - is a financial investor turned software engineer and journalist. With a passion for history and a knack for "trend spotting", Shawn uses a keen analytical sense, honed through years of financial due diligence, in order to organize the world of web development into a series of epochs, each with its own theme. He's recently codified these observations in a blog post titled, The Third Age of JavaScript. Today, we're thrilled to have Shawn as a guest on our podcast to discuss the past, present, and future state of JavaScript as well as the world of developer ergonomics and the magical possibilities of effortless platform management.Notes & LinksShawn Wang: The Third Age of JavaScriptShawn Wang: The Self Provisioning RuntimeShawn Wang: Temporal.ioJohn Resig: jQueryDouglas Crockford: JSONanalytics.usa.govJavaScript (ES) ModulesEvan Wallace: esbuildSWCParcelBenedict Evans: Platforms, bundling and kill zonesBase Rate FallacyRogers Curve of Adoption: Diffusion of InnovationsCrossing the Chasm: Marketing and Selling High-Tech Products to Mainstream CustomersSvelteSvelte SocietyWebpackPulumiAWS Cloud Development KitServerless.comBegin.comAmazon DynamoDBChris Richardson: Microservices.ioThe Burning Monk: Choreography vs Orchestration in the land of serverlessFollow the show! Our website is workingcode.dev and we're @WorkingCodePod on Twitter and Instagram. Or, leave us a message at (512) 253-2633‬ (that's 512-253-CODE). New episodes drop weekly on Wednesday.And, if you're feeling the love, support us on Patreon.With audio editing and engineering by ZCross Media.

In other words, a brand prescription for MedTech. Matthew has walked the walk. Or, maybe I should say conquered the mountain of marketing and sales challenges. He says, “It's the only thing busy docs care about. They care about you and I aligning with their perspective; relieving them of internal, external, philosophical and practical pains; and solving their problems.” On the sales side he talks about one tactic that results in a 75% attention rate and a 3X increase in consultations. On the marketing side it is video and content that earns attention.  “Earn” is the key word because promoting features and benefits and straight up outcomes does not work.  And, much more. We also share our respect for Geoffrey Moore, author of “Crossing the Chasm, Marketing and Selling High-Tech Products to Mainstream Customers”. Dr. Moore will be a guest on the Medical Device Success podcast on September 22.  It will start as a live event in the MedTech Leaders Community. You can learn more about the community at medtechleaders.net.  There is a free trial. And finally, last week a fellow podcaster revealed to me a link to the top 20 medical device podcasts.  I didn't know such a ranking existed.  Medical Device Success was ranked second in the top 20. Needless to say, I was pleasantly surprised and very humbled at the same time.  Medical Device Success does not have large company or media group helping with production like many others on the list.  It is just me a webcam, an inexpensive microphone, a MAC desktop and some software.  Thanks again to my listeners, the C-suite guests and the subject matter experts for all the support.  It means a lot. Now…Go Win Your Week!! Matthew Ray Scott's LinkedIn Link FEED. The Agency. Link Matthew's Medical Sales Rx Course Link Books Matthew recommends: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey Moore. Link The War of Art, by Steven Pressfield Link Turning Pro, by Steven Pressfield Link The Legend of Baggar Vance, by Steven Pressfield Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page

Steven Van Belleghem Show Notes   Steven Van Belleghem is a global thought leader in the field of customer experience. His passion is spreading ideas about the future of customer experience.   Steven believes in the combination of common sense, new technologies, an empathic human touch, playing the long-term game and taking your social responsibility to win the hearts and business of customers over and over again.   Steven is the author of multiple international bestselling books including ‘The Conversation Manager', ‘When Digital Becomes Human', ‘Customers the Day After Tomorrow', ‘The Offer You Can't Refuse' and a technology thriller called Eternal.   Questions   Could you share a little bit about your journey in your own words, share with us how you got into this whole field of customer experience. And just a little bit about why you think it's so important to the success of a business? So in one of your more recent books, The Offer You Can't Refuse, you focus a lot on the importance of what you should focus on as it relates to the new generation of customer expectations. Three of the things you mentioned are ultimate convenience, partner in life and save the world. So could you share with us just explain to our listeners, what that really means, explain those concepts to us and why it is, as a business owner? Those are some things that you should really be paying attention to. So we have to really, really focus on ensuring that we are able to manage the expectations of our customers, do you find that customers' expectations have changed a lot since the pandemic? Could you give us maybe one two or three tips that you recommend to our listeners who are business owners of small, medium as well as managers in different organizations, across different industries. Maybe one, two or three things that you think they need to pay attention to, that would be an emerging innovation or an emerging expectation of customers within the next three to five years. Could you share with us what's the one online resource, tool, website or app that you absolutely can't live without in your business? Could you share with us maybe one or two books that have had the biggest impact on you? Can you share with us; do you have anything that's going on in your life right now? Or one thing that's going on in your life right now that you're really excited about, it could be something that you're working on to develop yourself or your people? Where can listeners find you online? Do you have a quote or saying that during times of adversity or challenge, you will tend to revert to this quote because it kind of gets you back on track and gets you refocused if it is that you feel derailed or off track in any way, do you have one of those?   Highlights   Steven's Journey   Steven shared that he started his journey in his childhood, his parents had a small photography store in Belgium, that's where he lives in Europe. And looking back to how they've run the business, he came to the conclusion later on that they were obsessed with their customers, they were always talking about their customers, they were always trying to find solutions and they were also very innovative in the way how they reached out to customers and he's talking about the 1980s, so it's a long time ago. But they were working with database marketing already back then, they were they were working with personalized marketing and they were really trying to give people a smile on their face when they left their store.   And for him, that was like the most natural thing in the world. It's only when he grew up and when he went to other places that he started to learn how exceptional that was to be in a place where the customer is your most important inspiration and the reason why you get up in the morning.   So that's how he got basically almost injected with an obsession for customers in his DNA and in the way he was educated by his parents and he still believes that today.   If you look to the success or failure of a company, it is just linked to the fact how excited and how happy customers are, how well you have managed to exceed their expectations, how excited they become of what you've done for them, that defines your success or your failure. And then everything else that you do is a result of that and everything that you achieve is a result of how you treat your customers.   And he's convinced that he's obsessed with that, this is what his research is about, that's what he tries to do in his own businesses and it's a part of who he is.    The Concepts of the New Generation of Customer Expectations   Me: So in one of your more recent books, The Offer You Can't Refuse, you focus a lot on the importance of what you should focus on as it relates to the new generation of customer expectations. Three of things you mentioned are ultimate convenience, partner in life and save the world. So could you share with us just explain to our listeners, what that really means, explain those concepts to us and why it is, as a business owner those are some things that you should really be paying attention to.   Steven shared that in his latest book, The Offer You Can't Refuse, he tried to build a model with different components and each of those components bring value to the modern customer.   And the whole bottom line is actually just having a good product service and a competitive price and that's still of course, extremely important, without that you cannot make customers happy but it's the minimum the amount, it's not how you positively differentiate yourself.   And then in today's world, especially after the big digital jump forward that we've seen in the last 14 months, digital convenience has also become the new normal, it has become a commodity, if you have it fine, if you don't have it, your organization is suffering.   So digital convenience is seen as the most natural thing in the world, so it's not a positive differentiator anymore, it becomes a negative one when you're not playing that game. So that's not how you win, that's your ticket to get on board of the train but that's not how you win.   And then the question is how do you win?   And then he plays with those two components that Yanique mentioned, partner in life, which is about bringing positive change in the life of the customer. This is not about how can we sell more to our customers; this is how we can bring more value in their life. This is not about optimizing your customer journey, it's about optimizing their life journey of customers, and being part of their life journey in a way that you proactively bring value to them, that's what a partner in life is all about.   And then that last element, change the world, save the world, he recently talked about changing your world because if you're a small company in Belgium or if you're a small company in Jamaica, probably those companies cannot change the world but they do have the possibility to change their world, change your world, every organization has strengths, doesn't matter the size that they have, this even goes for an individual.   Everyone, every business has strengths that they can leverage to contribute to a better world. And to add value to society in a way that goes beyond sustainability, he's also talking about social value, he's talking about the ethics that you apply in your own community. And if you work with that, you can actually make a difference.   And there are more and more people who expect that from organizations, there are more and more people that want organizations to take the responsibility.   And then you have like four components, good product service price, as the lowest part of it, the digital convenience, partner in life, changing your world. And those four components individually, they bring value to a customer but if you figure out a way, how to bring that story as one storyline, as one experience towards your customers, where you connect those four elements, that's when you create what he calls the offer you cannot refuse for your customers.   The Changing of Customers' Expectations Since the Pandemic   Steven shared that he believes that on the elements that he just talked about, he feels that we made a big jump forward that it almost feels like we stepped into some sort of Time Machine.   If you take digital for instance, the latest study that he has seen from McKinsey actually mentioned that we made a jump of seven years into the future in terms of behaviour, without a pandemic, it would have taken seven years to bring us where we are today so that is changing expectations, that obviously this is changing how we look at things and what we expect.   But also look at the top of the model, changing your world. He thinks the pandemic was for many of us a wakeup call, that we suddenly valued much more the things we had and that we used to take for granted. And more and more people are worried about the future of our planet, not just in terms of sustainability and climate change but also the increase in poverty that we've seen because of COVID unfortunately. The higher demand for health care solutions to deal with the next pandemic and how we can avoid that and how we can be more ready for that. Those are all questions that are now on top of our mind that wasn't so 15 months ago.   And the way that people look to organizations has changed in that perspective that they also understand how companies can bring value in their life, how companies can bring joy into their life and they expect these companies to keep on doing that and they expect these companies to proactively try to become part of the solution of some of those global challenges that we're facing.   And all of that was already happening before 2020 but it all stepped into a time machine. And many of the trends that people like you and me have been talking about in the last couple of years are now suddenly a reality. It's like the day after tomorrow became today, that's the feeling that he has.   Tips for Emerging Expectations of Customers Within the Next 3-5 Years   Me: Could you give us maybe one two or three tips that you recommend to our listeners who are business owners of small, medium as well as managers in different organizations, across different industries. Maybe one, two or three things that you think they need to pay attention to, that would be an emerging innovation or an emerging expectation of customers within the next three to five years. Because I know you said we've advanced digitally about seven years ahead of our time. But what are maybe other things in the customer experience realm that don't tap into digital, there's that human aspect as well that you think the organizations need to focus on that you think will become as an emerging need within the next three to five years?   Steven agreed and shared that the human part of the customer relationship will become more premium than before the pandemic.   We always thought digital would replace humans and he thinks the conclusion is that that will never happen.   There's this old economic law of scarcity and it learns us if something becomes scarce, it actually increases in value, well, the human part in a customer relation has never been lower than today.   And because of that, we value it more than ever, and being helped by a human in real life is more premium than ever before. He doesn't know how it is in Jamaica right now, but in Belgium, the restaurants are closed, they have to live from takeaway food or have to take care of their own stuff, and that's fine.   But sometimes you miss the hospitality of a restaurant, that there's a friendly human there that actually tries to give you a memorable time, a good time that you can enjoy life without having to worry about anything else, that's what humans do, that's not what machines does.   Machines will take care of the convenience and the efficiency in our life and that's fine. And if companies don't have that they're in trouble, but most of them understand that and are building that convenience.   But the winners, in terms of customer experience will be the ones that have most empathy in their organization. Because understanding what people want, how people feel, and anticipating to that, that will be the crucial skill that will make a difference in the next couple of years.   Me: So you touched on a topic that I get asked all the time when I have different training sessions, doesn't even matter what level they fall in the organization, whether they're level one frontline staff, or they're level four, let's say you're a C suite type of individual in the organization, empathy. What is empathy? In your own words, based on your own research. And can empathy be taught? Or is it something that you have to learn? Does it come as a learnt experience kind of thing? Because people ask me that question all the time, “These people lack empathy, I don't know what else to do. I put them through all of these different certification and training programmes, they're just not doing what we want them to do with our customers.” How do you get your team members to that point?   Steven stated that this is a crucial question, he gets it quite a lot as well. And the question is, is this the responsibility of the team members? Or is this the responsibility of the senior leader?   And first of all, there are a number of people who don't have any empathy whatsoever and they don't know how to work with other humans. And they're really bad in delivering a good customer service and that percentage of people, which he believes is a very small percentage, but they do exist, that percentage of people cannot be trained, they will never be capable of helping customers in a fantastic way. So probably, they will have to look for another job where they're not involved customers, because they don't have the capabilities for that.   And then you have a small group of people that has a natural talent of doing these things wonderfully no matter which context they're in. The majority of us humans, we have the potential to listen to customers, to anticipate, to proactively help them and show a positive intent and that's what people really like to see, a positive intent.   Steven shared that that large group of people mainly behaves based on the leadership style that they have in their organization. He'll take it to a completely different market.   Take soccer players, isn't it strange that sometimes the soccer player is scoring goals like crazy and is the best player in the team in Team A, and then that player gets sold to Team B, and it's a total disaster. It seems like he cannot score any goal anymore. Is that the fault of that player? Or did that player lose his trust and capabilities because he arrived in a different context?   And he thinks this is what is crucial. He's an optimist and he believes that the large majority of all people that are working in an organization want to help customers in a positive way, because that gives you positive energy back.   So the question is, why don't they do it? And the answer usually can be found in the fact that they don't feel safe in their own environment where they are not sure what the management is expecting them to do, where they're not sure if they are allowed to help that customer. Because the day before the senior leader said, “Yeah, you help the customer but that was very expensive for us to help that person. And now we have to pay $50 extra. Hopefully we have more clients, otherwise we're going to lose money.” If an employee hears that, they think, “Oh, my God, if you help a client, we're losing money and my leader becomes really angry. So I'm not going to do that next time.”   So they change their behaviour based on what they hear and feel from senior leaders and the fact that you feel safe or that you don't feel safe, determines if you will show the behaviour that customers expect. So for all your business owners that are listening, the first step before blaming your employees is just look in the mirror and ask yourself, “How can I change my behaviour to make sure that my employees feel safer to act in a positive way towards customers?”   Me: Wow, that is a very, very, very good answer. And I like the way you framed it in terms of taking responsibility for what are you contributing to how that person is feeling and how that person is behaving rather than saying it's their fault, it's their responsibility. Really, really a great response!   App, Website or Tool that Steven Absolutely Can't Live Without in His Business   When asked about an online resource that he cannot live without in his business, Steven shared that for him personally, that is probably WhatsApp. He uses WhatsApp all the time and he thinks it's so convenient to communicate. He uses it to communicate with his clients, of course his family and friends, but also with his clients. He uses it to find jokes, but I use it to get inspiration and they have these inspiration groups that they share stuff with each other. So he thinks that's the one that he would miss most. He asked Yanique what's the one app she cannot live without.   Me: The one app that I absolutely can't live without in my business? I asked that question all the time and I don't think I've ever had a guest ask me back that question. I guess for me, the one app that I probably couldn't live without is maybe the Notes app on my phone and my computer. I'm an Apple user, so all of my devices are synced across, my phone, my MacBook and my iPad, and you may go somewhere and you see something and you take a picture, or maybe it's just to reference maybe an article that I want to write or maybe a topic that I'm looking for a particular guest on this particular area. And it just allows me to consolidate all of my thoughts and all of the things that I want to jot down in one place and I don't need to go back to my computer after I'm on my phone at the supermarket, for example, or at the beach and then copy and paste that information because it already synced across all devices, so I can jump on to the next device and click on the note that I wrote there, and I'm able to reference it. So, it's made life more convenient and seamless for me. And I think that's one of the reasons why I am definitely a loyal Apple customer because I find that they're always finding ways to make people's lives easier.   Steven agreed and shared that that's what they do best. And he's with her, he's an Apple user as well and he also loves to use the Notes.   Me: And Notes has really evolved over the years, now you can like do scans in there and you can doodle with the Apple Pencil, or even a regular, one of those pens that has the tip that you can use on the phone. If you're an Apple user, let's say for the last five to seven years, and you see how they've evolved Notes, it's really has become a tool that is not just to jot things down, but you can, as I say, save pictures in there, PDF, signatures, write with your finger or with a pen, it has become so indispensable that you really value it very much. So I would say that's probably the one app that I absolutely couldn't live without in my personal or professional life.   Books That Have Had the Greatest Impact on Steven   When asked about books that have had the biggest impact, Steven shared that it's been a while but he thinks the book that has the biggest impact to really open up his point of view on how customers make decisions to buy something, at the decision making in their buying process. It was a book came out in the late 1990s from Geoffrey Moore it's called, Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. And it's a book that speaks about the adoption cycle of customers. And one of the conclusions is that the marketing and the communication that you use to convince the innovators and early adopters in the market, and that creates the early success.   The communication that you use there should be completely different than the communication and the approach that you use to reach out to the early majority. Because this first group is excited about technology and new features and stuff like that. The early majority is the opposite, they're afraid of new things. So, they need to be convinced that everything is easy to use and safe, so they don't want to hear all the specs and everything like that, it's a different kind of communication.   And a lot of new products fail because the people who make them think that everyone is an innovator or an early adopter, and because of that, they just focus on that and they have an early success, they think, “Okay, we're on a roll,” and then they fail. And they fall into chiasm between this first and second group. And I read that in the late 90s and of course, if you would read the book today, the examples and stuff like that are completely outdated. But he believes the theory, the model that is used in that story is still very relevant today. And that was like the first business book that he read that really had a big impact on him.   What Steven is Really Excited About Now!    When asked about something he's doing to develop himself or his people, Steven shared that it actually started last year, he had a hobby, a dream project that got a little bit out of hand. It was always his dream to write a fiction book, a novel thriller. And Yanique mentioned it in the introduction in the beginning of the podcast. He wrote a thriller, it's called Eternal. Unfortunately, it's only available in Dutch so far, that's his native language. But he got really excited about it and he was really scared because he has been writing business books for years, he has written five of them and he's very thankful for the success that he had with them. And he's getting a little bit used to that whole process and how it goes, but then when he launched this new book, this fiction novel, he was scared to see what the reactions would be, he was so nervous. And now when the first reactions came in and they were positive and people were actually reading it and buying the book for Christmas gifts, he was really, really happy with that.   And then the publisher got really excited as well. And then they asked him, “We know that this is a hobby that got a little bit out of hand. But what do you think about the idea of writing three books in the series instead of one?” And he's currently working, he's finishing the manuscript of the second one, he does that in the evenings, early mornings, I does that in the weekend, I does that in between, but he really loves the writing process. And it's given him a lot of pressure on the one hand, but on the other hand, he's also enjoying that he can do something completely new. So he's excited and still nervous about this project.   Where Can We Find Steven Online   YouTube – Steven Van Belleghem Instagram – Steven Van Belleghem LinkedIn – Steven Van Belleghem Twitter – @StevenVBe   Quote or Saying that During Times of Adversity Steven Uses   When asked about a quote or saying that he tends to revert to, Steven shared that he one of those, it's a quote from Churchill actually, he's a fan of Sir Winston Churchill and his quotes. And one of his favourite quotes is, “Success is the consequence of failure after failure after failure without losing your enthusiasm.”   Me: And that has definitely helped you over the years.   Steven said absolutely and he was very fortunate he had a good time so far, COVID was a challenge in the beginning but then he said they need to fight back and make sure that the business keeps on going. And that actually worked. And moments like that it really helps to be focused and to keep that mindset positive and motivated to keep on going even if you don't have short term results with that.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners   Links   Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore   The ABC's of a Fantastic Customer Experience   Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.”   The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

In this video I will talk about the Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers book by Geoffrey A. Moore and Regis McKenna. Twitter: https://twitter.com/AttilaonthWorld YouTube video: https://youtu.be/HlGZ7T_a7-A My Goodreads profile: https://www.goodreads.com/user/show/124834970-attila

In the final episode of the first season of The Idealcast, Gene Kim sits down with Jeffrey Fredrick, coauthor of Agile Conversations, to synthesize and reflect upon some of the major themes from the entire season.  In Gene’s continued quest to understand why organizations behave the way they do, Fredrick helps connect the dots and points to new areas that deserve more study. They discuss the nature of knowledge work, including how software creation requires so much more conversation and joint cognitive work, and the challenges this presents. They also dive into the bodies of knowledge that are required as we push more decision making and value creation to the edges of the organization.  Then, Gene and Fredrick revisit the concept of integration and why it’s so much more important now than 50 years ago. And finally, they discuss why “Are you happy?” and “Are you proud of your work?” are two very powerful questions and what they actually reveal about people and the work they’re performing. And why this is all so important as we try to create organizations that maximize learning for everyone. BIO: Jeffrey Fredrick is an internationally recognized expert in software development with over 25 years’ experience covering both sides of the business/technology divide. His experience includes roles as Vice President of Product Management, Vice President of Engineering, and Chief Evangelist. He has also worked as an independent consultant on topics including corporate strategy, product management, marketing, and interaction design. Jeffrey is based in London and is currently Managing Director of TIM, an Acuris Company. He also runs the London Organisational Learning Meetup and is a CTO mentor through CTO Craft.   Twitter: https://twitter.com/Jtf  LinkedIn: https://www.linkedin.com/in/jfredrick/ Website: https://www.conversationaltransformation.com/   YOU’LL LEARN ABOUT The nature of knowledge work and how it requires more conversation and joint cognitive work and the challenges it presents The body of knowledge required in decision making and value creation for the organization Concepts of integration and why it’s important now What the questions, “Are you happy?” and “Are you proud of your work?,” reveal about people and their work How Dr. Thomas Kuhns’s work pertains to management models RESOURCES Agile Conversations: Transform Your Conversations, Transform Your Culture by Douglas Squirrel and Jeffrey Fredrick Continuous Integration and Testing Conference (CITCON) The Structure of Scientific Revolutions by Dr. Thomas Kuhn A Collection of Unmitigated Pedantry (ACOUP) The Five Dysfunctions of a Team by Patrick Lencioni Dr. Steve Spear’s episode on The Idealcast Dr. Steve Spear’s 2020 DevOps Enterprise Summit Talk Michael Nygard’s episode on The Idealcast MIT’s Beer Game Thinking, Fast and Slow by Daniel Kahneman The DevOps Enterprise Journal Reinventing Organizations by Frederic Laloux Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Command in War by Martin van Creveld Continuous Deployment at IMVU: Doing the impossible fifty times a day by Timothy Fitz Sooner Safer Happier: Antipatterns and Patterns for Business Agility by Jonathan Smart   TIMESTAMPS   [00:11] Intro [03:13] Meet Jeffrey Fredrick [03:54] Why conversations are important [08:03] Why conversations are more important now than 100 years ago [11:02] The Five Dysfunctions of a Team [13:08] Integration [16:33] The need for better integration now [20:18] What is information hiding and why it’s important [26:32] The pace of change moves the trade-off [31:41] Two important questions to ask [42:17] The system of fast and slow [48:25] Selection bias [51:07] Thank you from Gene [52:13] Jeffrey’s significant a-ha moment [59:45] Injecting change [1:06:24] Structure and dynamics [1:12:44] Command in War [1:23:39] Complaining about a feature factory [1:25:40] Standardized work and integrating feedback [1:22:21] Two elements of information flow [1:36:49] Insights on peer programming [1:43:54] Learning more and learning earlier [1:45:55] Is there something missing? [1:48:50] Contacting Jeffrey Fredrick [1:49:55] Outro

Geoffrey Moore is an American organizational theorist, management consultant and author, known for his work Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers.I ask him:1. Can you tell me about a time when you had no idea what you were doing and what you learned?2. How do you describe your book, Crossing the Chasm, to someone that has not read the book?3. In your experience, is technology adoption different in medical vs. other non-healthcare sectors? 4. You've spent a career focused on the market dynamics surrounding disruptive innovations. Disruption is a term that's thrown around. What does it mean to you?5. How do we overcome the obstacle of being stuck in one chasm?6. If you wrote Crossing the Chasm, during Covid-19, would your premise and perspective be that different?7. What advice would you give sales and marketing leaders launching products in the season of a pandemic? 8. I remember reading in Harvard Business Review, your article, Darwin and the Demon - Innovating Within Established Enterprises. Can you share what you learned?9. Crossing the Chasm is just one of your many books - Zone to Win, Inside the Tornado, The Gorilla Game, Escape Velocity, Dealing with Darwin, and Living on the Fault Line. What's the process like for you when you decide to write a new book? 10. What book are you reading?11. What local restaurant and why can we say Geoff sent us?

How can the most cutting-edge start-ups fail? Start-ups fall to their death in the deep chasm that separates early tech adopters and the pragmatic mainstream followers. They are two different markets with entirely different customer profiles and purchase requirements. Crossing The Chasm by Geoffrey Moore is widely considered "the bible” for entrepreneurial marketing. Read the summary to get the blueprint for chasm crossing, and master the ways to choose your target segment, craft your market positioning, and leverage it to become the undisputed market leader.

Samm Anderegg is on a mission to fix healthcare through his company DocStation. DocStation a software platform for healthcare teams, enabling pharmacists to provide value-based care to patients. Samm talks about his shift from a traditional career path to starting his own company and how his work with DocStation aligns with his vision for the future of pharmacy practice. Mentioned on the Show Refinance Your Student Loans  DocStation The Pitch Techstars PillPack Ohio Pharmacists Association Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore and Regis McKenna Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry by Marc Benioff and Carlye Adler Good to Great: Why Some Companies Make the Leap and Others Don’t by Jim Collins The Hard Thing About Hard Things: Building a Business When There are No Easy Answers by Ben Horowitz Get Started with DocStation Connect with Samm on LinkedIn Follow Samm on Twitter  Connect with DocStation on LinkedIn Follow DocStation on Twitter  Follow DocStation on Facebook  

Meet Nashville based singer-songwriter Rachel Tripp!Rachel is an independent pop artist who also works full time in the music industry for a music tech startup, Jammber. She's passionate about her artist career and educating others on the importance of music industry education and how tech can support their careersListen in as we discuss the ins and outs of building a pop career, Jammber's most recent app release, how to manage working full time with all the responsibilities of an independent artist, why Craigslist is still a useful tool, and her new single being released on January 17!Where to Find Rachel:Website: www.pagentri.comInstagram: @pagentrimusicResources:Jammber SplitsMusic Biz BestiesYoung Entertainment ProfessionalsBooks:Influencer: Building Your Personal Brand in the Age of Social Media by Brittany Hennessey You Are a Badass: How to Stop Doubting Yourself and Start Living an Awesome Life by Jen SinceroYou Are a Badass at Making Money: Master the Mindset of Wealth by Jen SinceroThe Four Agreements: A Practical Guide to Personal Freedom by Don RuizCrossing the Chasm: Marketing and Selling High Tech Products by Geoffrey A. Moore*This post may contain affiliate links, which means I may receive a small commission, at no cost to you, if you make a purchase through a link on this blog. I would never recommend a product I don't use or love myself!

What you will learn in this episodeHow to learn from your business failures Lessons from relying too heavily on Facebook ads Influencer campaigns don’t work for every ecommerce campaignLessons on how to tell your brand story in a single post Engagement on Instagram means nothing unless it translates to sales Marketing advice to business owners who are just starting an ecommerce store How to learn new marketing skills User experience – the balance between simplicity and accuracy How to introduce technology into industries that are reluctant to change (you need to be naive + stupid + throw in a bit of ego :)Why Zoltan wouldn’t outsource tech again  Resources mentioned in this episodeEric Phu – Co Founder at Citizen Wolf1 in 3 pieces of clothing made every year goes straight to landfill, often with the tags on. The brand that made them can't afford to dilute their brand by selling at a significant discount. So I'm talking luxury brands or they're burnt. There's an identifiable percentage of Sweden's power that comes from burning H&M clothes.FishburnersCitizen Wolf Sydney shopfront @ 2 Steam Mill La, Haymarket NSWCitizen Wolf Instagrammaggie.the.goldie on Instagram Sydney Golden Retreiver Meetup :)Zoltan’s magic fit algorithmEarth Overshoot DayShopifyMailchimpSendgrid15 minutes with a dog increases your serotonin levels by two to three times.The Business of Fashion Book RecommendationsCrossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by by Geoffrey A. Moore (Author), Regis McKennaThe Five Dysfunctions of a Team by Patrick Lencioni What business you would build on Mars?So, I was thinking about this and there's a lesson that I like to think about from Levi Strauss actually who made a lot more money than anybody mining gold ever did right. And as the old adage, you don't mine the gold, you sell the shovels. Or in this case, the jeans that they were wearing. So I tried to apply that Mars and I was like, "Well, what would that be?" And I guess it would be starting a business that provides the tools for people looking for water on Mars because there is water there and we need if you're going to make it habitable village or city, we need to solve it. And it's much easier to extract it probably than get it from any other means. So yeah, I don't quite know what that would be but I guess I've got nine months on the rocket ship to figure it out and talk to the scientists that know. Get in touch with ZoltanCitizen Wolf websiteCitizen Wolf InstagramZoltan on LinkedIn To see the full episode transcript and get a listener exclusive 3 month free trial of Metigy, visit metigy.com/podcast

Personalization and customized content is everywhere. From recommended products on your Amazon homepage to the local pizza place knowing your order before you call, businesses have figured out how to deliver custom content to their customers. Nonprofits have to catch up. Those who can will see tremendous lift in their giving. The good news is, marketing automation can help you figure out what your donors are interested in, and enable you to deliver personalized content on a massive scale with just a few hours of work. In this episode of the Go Beyond Podcast, we sat down with Gabe Cooper of Virtuous CRM to discuss why it's critical for nonprofits to focus on scaling their ability to deliver personal content to donors across the giving spectrum. More engaged donors = higher lifetime value across the board.  Giving is one of the most personal things you’ll ever do. The causes we care about have affected our lives very directly, but the nonprofit world has lagged behind businesses in tailoring their communication at the individual level. In the episode, Gabe references "Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers," which you can purchase here: https://www.amazon.com/Crossing-Chasm-Marketing-High-Tech-Mainstream/dp/0060517123 Download the 2019 Pursuant Giving Outlook here:https://www.pursuant.com/trends/the-2019-pursuant-giving-outlook/ Learn more about Virtuous Nonprofit CRM here: https://www.virtuouscrm.com/

David Komlos teaches ways to dramatically shorten the process of solving your organization’s most complex challenges.   You'll Learn: The 3 types of challenges and how to approach them The 10-step process to tackle challenges faster and more effectively How to structure a problem-solving meetings to get the best results   About David: David Komlos, CEO of Syntegrity, is an entrepreneur, early-stage investor and speaker who has helped change the way many global leaders approach their top challenges. From Fortune 100 transformation to international aid, content creation in sports and entertainment to improving access to life-saving products, David advises top leaders and enterprises on how to dramatically accelerate solutions and execution on their defining challenges. He frequently speaks on topics related to complexity, fast problem-solving and mobilization, and scaling talent. He lives with his family in Toronto. David’s Book: “Cracking Complexity: The Breakthrough Formula for Solving Just About Anything Fast”  David’s website: Website: CrackingComplexity.com   Resources Mentioned in the Show: Tool: Cynefin framework Tool: Requisite variety Book: “Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers” by Geoffrey A. Moore Book: “Good to Great” by Jim Collins   Thank You Sponsors! The Simple Habit meditation app has offers has enriching variety for everyone. The first 50 listeners to sign up at SimpleHabit.com/Awesome get 30% off premium subscriptions. ZipRecruiter is the smartest way to hire. You can try them for free at Ziprecruiter.com/HTBA   View transcript, show notes, and links at http://AwesomeAtYourJob.com/ep460

Embracing the digital landscape, Aditya Jagannathan transforms marketing thought leadership. CEO of SCI Creations, LLC, Aditya and his team provide a concierge service for any start-up or established business where innovation meets entrepreneurship. Follow a road map which allows you and your brand to execute scalable tactics to achieve brilliant results. As Steven Covey says; "Begin with the end in mind." Let this be the guiding component of your vision. Build your theme, and educate yourself in digital marketing. Appreciate the difference between working on your business and working in your business. Take the opportunity to discover your conversion tactics and engagement levels, and nurture yourself and your company. Resources SCI Creations – The Digital Brand Growth Experts You can download a version of the Start-up Map by clicking here. Mentions Joe Polish - also at AES Nation Stephen Covey Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers - by Geoffrey Moore Michael Gerber Russell Brunson John’s 3 Key Take-aways Get on your road map to success with your start-up map from aha to exit. As Steven Covey says; "Begin with the end in mind." There will be plenty of challenges along the way. Ask yourself where you want to go, and where you will end up. Build a team by getting the right people on the bus, as Jim Collins says—both internally and externally. Make time in your business and on your business. Digital marketing is now and the wave of the future. Try new initiatives and testing with low dollar amounts. Prefer Audio? Read the Transcript You can download a complete transcript of this entire episode by clicking here.

New, repeat and referral business all come from one place. Your relationships. Contactually CEO Zvi Band comes on the podcast to show us how to take the heavy lifting out of reaching out to and following up with your important business relationships. In this episode we cover: How to use a game to sort and 'bucket' your contacts. How to use Contactually to: remind you to follow up with important contacts create personalized email templates make an introduction efficiently keep up with your contact's social media tag contacts based on location and personal interests schedule emails to go out on a future date keep personal notes on contacts The power of a $10 basketball and doggie bowties. What to say when reaching out to your network. How many relationships you can realistically expect to keep track of. The one thing that separates the most successful and least successful Contactually users. Quotables: "The best businesses in the world are built off of authentic relationships with their clients and partners." - Zvi Band "80-90% of my revenue has come from Contactually follow up reminders and nudges to reach out to my network." - Zachary Sexton Links and resources mention: Real Relationships Podcast Crossing the Chasm Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Alfred - productivity application for Mac OS X, which boosts your efficiency with hotkeys, keywords and text expansion. Contactually (affiliate link) - Strengthen your professional relationships and grow your business by following up with the right people at the right time. Connect with Zack and Zvi: Guest Twitter: @skeevis Guest Website: zviband.com Zack's Twitter: @zwsexton Zack's LinkedIn: @ZacharySexton Leave iTunes Review: zacharysexton.com/review Subscribe to the podcast on iTunes, Stitcher, Overcast, PocketCast or your favorite podcast player. It’s easy, you’ll get new episodes automatically, and it also helps the show gain exposure. The shownotes can be found at zacharysexton.com/41 or zacharysexton.com/contactually

Zvi Band is a software developer and entrepreneur, the CEO and co-founder of Contactually which is a software service that gives people everything they need to easily organize and stay in touch with the most important people in their network. He built the company from an idea in his Evernote to 60 employees (and growing), millions in revenue, 12M+ in venture backing, numerous awards, and thousands of paying customers in SMB and mid-market. He previously led Workstreamer as CTO from its initial product development to acquisition. Prior to Contactually, Zvi ran a software consultancy firm, working for clients such as Ford, NYSE AND Volkswagen. He also serves as a mentor to two DC-Based incubators, 1776 and Acceleprise. He founded DC Tech Meetup and ProudlyMadeinDC to promote DC entrepreneurship. He has been named a DC “Tech Titan” 3 times. ……….. Book recommendation for entrepreneurs:  Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers – Geoffrey A. Moore (has been a key part of the business strategy behind Contactually) The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers – Ben Horowitz Zero to One: Notes on Startups, or How to Build the Future – Peter Thiel >>> Legacy: To be remembered as someone who made a positive impact in the world and made a lasting effect in some way – Zvi. >>> Best way to connect: @skeevis – Zvi's Twitter Handle (His favourite way of communicating) http://www.contactually.com/ (www.contactually.com) – Zvi's business website  

My guest this week is Andy Rachleff, who is the CEO of the automated investing platform Wealthfront. Andy was also a co-founder and long-time partner at Benchmark capital--one of the most interesting and successful venture capital firms in the world. We spend most of our conversation discussing venture capital investing and entrepreneurship. Andy coined the now ubiquitous term “product/market fit,” and has great insight into how investors and entrepreneurs should think about business. In that vein, we discuss both what we refer to as the value hypothesis: building a product or service that customers love, and the growth hypothesis: scaling that product or service to a large market. We finish our conversation by talking about Andy and his teams mission at Wealthfront, and this conversation is perfectly timed, as Wealthfront just released a new feature that allows investors to buy factor portfolios, similar to Smart Beta ETFs. Above all, I’ll remember Andy’s advice to “put the gun in the other person’s hand,” a strategy that we explore in the middle of our talk.   For comprehensive show notes on this episode go to http://investorfieldguide.com/andy For more episodes go to InvestorFieldGuide.com/podcast. Sign up for the book club, where you’ll get a full investor curriculum and then 3-4 suggestions every month at InvestorFieldGuide.com/bookclub. Follow Patrick on Twitter at @patrick_oshag   Books Referenced The Four Steps to the Epiphany The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses Millennial Money: How Young Investors Can Build a Fortune Diffusion of Innovations Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers   Show Notes 2:36 – (First question) – The partnership setup and how they came to be 5 equal partners 7:57 – Why benchmark would not take on the chairman role in companies they invested in 9:28 – What made John Doerr the greatest capitalist investor ever 11:59 – Looking at the venture process and what made it an attractive investment for Benchmark, using eBay as an example. 18:06 – If you are willing to help other people, without an expectation of return, it can create other opportunities 20:08 – Andy is asked to explain the idea of Product Market Fit, a term that he coined 22:18 – How does one go about finding a Product Market Fit             23:05 – The Four Steps to the Epiphany             23:19 – The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses 25:55 – What are the components of the Growth hypothesis 26:51 – Why you can learn more professionally from success vs failure 28:13 – What it’s like to shift from venture capitalist to operator/CEO 30:24 – The rate at which technology gets adopted and what will help Wealthfront             30:53 – Millennial Money: How Young Investors Can Build a Fortune             31:26 – Diffusion of Innovations             31:38 – Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers 32:38 – What does it look like to innovate on top of current platforms 41:07 – Will platforms like Wealthfront help to democratize access to private markets 44:23 – Kindest thing anyone has done for Andy     Learn More For more episodes go to InvestorFieldGuide.com/podcast.  Sign up for the book club, where you’ll get a full investor curriculum and then 3-4 suggestions every month at InvestorFieldGuide.com/bookclub Follow Patrick on twitter at @patrick_oshag