B2B Sales disruption using tactics from retail (published on Forbes)

A disruptive new sales model is emerging. Business-to-business (B2B) companies are adopting digital-enabled tactics resembling those used by Amazon and eBay when they disrupted retail a decade ago.

Companies that have embraced the model we lay out in the article below can optimize sales, marketing, and product design, with impressive results: double the revenue growth and 30 percent better sales efficiency.

There is a revolution coming in B2B sales — read the article to find out more!

Forbes-logo (1)B2B Sales Is Being Massively Disrupted
(Hint: It’s Looking More Like B2C)

When to become a hot-lead generator (published in HBR)

speedIn an age of big data, the most valuable thing a media company has is not real-estate for yet another banner ad. It’s the deep customer understanding that can be gleaned from closely observing user behavior.

Leading media companies today are using that knowledge to help e-commerce partners make more sales by letting them know what each customer wants uaing Amazon ppc management for example and doubling digital revenues by earning affiliate margins rather than selling cost-per-click.

Find out more in this recent article:

HBR-Logo1_0How Digital Media Companies Can
Boost Ad Revenue

 

Why I travel with power strips

“Do you mind if I plug in for a sec?”
“Seriously? Only one plug in this room?!”
“Damn, I have to go buy another adapter”

Anyone who travels and uses electronics has said these phrases more than once. I say them less often since I started travelling with a power strip. Just a little one, but it does the trick and helps in 3 ways:

  • Creates values in airports in cafes
  • Simplifies the hotel-room hunt
  • Lets you take one adapter aborad

Continue reading “Why I travel with power strips”

How to be more insightful

Ball made of gearsOne way consultants add value by being “insightful,” but what does that really mean? What’s more, if you aren’t “insightful” already, how do you improve?

I’ve been thinking about this lately and distilled 4 ways to push your thinking and get more insightful.

  • Change your shoes
  • Find parallels to things you know
  • Ask ‘how’ and ‘why’ to dig deep
  • Get super specific

Continue reading “How to be more insightful”

3 hints for Excel excellence

Excel is the go-to tool for business calculations. Simple or complex, weeks of work or merely minutes, you’ll use Excel eventually. As with any tool, knowing a few tricks can transform the output from a clunky mess to a useful, beautiful creation.

  • Learn before you hack
  • Make it pretty
  • Document everything

These three hints apply to lots of life’s endeavors,
but let’s talk about how they apply to Excel.

Continue reading “3 hints for Excel excellence”

Convert images to data with Plot Digitizer

You’re scouring the internet for data to prove your point…
After hours of searching, you finally found it!
One problem – it’s a chart in a pdf…

Charts are better than nothing, but you really want to have the numbers in Excel or Matlab so you can do analysis and get big insights (or at least make a nicer-looking chart).

The answer is Plot Digitizer

Continue reading “Convert images to data with Plot Digitizer”

Brand & Conquer: Building Your Personal Brand (Forbes)

business_brandingCheck out this post from my “PhD’s guide to consulting jobs” that got picked up by Forbes!

The first thing I do when I hear about a person is Google them to see what they’ve done. The Google search results for someone’s name tells a story, and you have the power to control yours.
It’s your brand: claim it.

Continue reading “Brand & Conquer: Building Your Personal Brand (Forbes)”

6 must-know shortcuts for faster PowerPoint

I spend lots of time making PowerPoint slides. To get my life back, I learned to make them very quickly.

Shortcuts, macros, and toolbars all speed up the brainless parts of slide-making. Here’s the 5 that everyone should know and use… They’ll get you 80% of the way there with minimal effort. If you want more, just ask. I’ve got a million of these!

The Tao of keyboard shortucts

Before I tell you my secrets, I want to to appreciate them! Here is the basic philosophy for getting the most out of shortcuts:

They don’t work if you don’t use them – learning them without using them is a waste!
Learning them is an investment – and it pays huge dividends in time saved later on.
Don’t touch your mouse – think as it of a game, practice makes you faster.

Bonus: on-lookers will be impressed and terrified by your skills, and you’ll and save your wrists by becoming a key-ninja (mixed metaphor with the whole Tao thing, I know)

Continue reading “6 must-know shortcuts for faster PowerPoint”

Question-Data-Action: Structure your work-plan

As I’ve transformed into a consultant over the last year I’ve started structuring everything… The trick always finding the right structure. Here’s a great one!

I recently worked with a colleague who uses a work-planning structure that breaks big, wide-open questions into actionable next-steps. The Question-Data-Action framework is thorough, thought provoking, and easy to communicate with 4 simple steps:

  1. Define key questions
  2. Refine to sub-questions
  3. Determine what data is needed
  4. Identify actions to get the data

Each step gets you closer to an actionable workplan that will make your life easier and help you communicate timing and deliverables with clients and colleagues.

Continue reading “Question-Data-Action: Structure your work-plan”