Artificial Intelligence: Disruption or Opportunity?

AArtificial intelligence (AI), one of twenty core technologies I identified back in 1983 as the drivers of exponential economic value creation, has worked its way into our lives. From Amazon’s Alexa and Facebook’s M to Google’s Now and Apple’s Siri, AI is always growing — so keeping a closer eye on future developments, amazing opportunities, and predictable problems is imperative.

IBM’s Watson is a good example of a fast-developing AI system. Watson is a cognitive computer that learns over time. This cognitive AI technology can process information much more like a smart human than a smart computer. IBM Watson first shot to fame back in 2011 by beating two of Jeopardy’s greatest champions on TV. Thanks to its three unique capabilities — natural language processing; hypothesis generation and evaluation; and dynamic learning — cognitive computing is being applied in an ever-growing list of fields.

Today, cognitive computing is used in a wide variety of applications, including health care, travel, and weather forecasting. When IBM acquired The Weather Company, journalists were quick to voice their amusement. However, IBM soon had the last laugh when people learned that the Weather Company’s cloud-based service could handle over 26 million inquiries every day on the organization’s website and mobile app, all while learning from the daily changes in weather and from the questions being asked. The data gleaned from the fourth most-used mobile app would whet the appetite of the permanently ravenous IBM Watson and enable IBM to increase the level of analytics for its business clients.

Weather is responsible for business losses to the tune of $500 billion a year. Pharmaceutical companies rely on accurate forecasts to predict a rise in the need for allergy medication. Farmers’ livelihoods often depend on the weather as well, not only impacting where crops can be successfully grown but also where the harvest should be sold. Consider the news that IBM followed its Weather Company purchase by snapping up Merge Healthcare Inc. for a cool $1 billion in order to integrate its imaging management platform into Watson, and the dynamic future of AI becomes more than evident.

The accounting industry can benefit from this technology, as well. When I was the keynote speaker at KPMG’s annual partner meeting, I suggested that the company consider partnering with IBM to have Watson learn all of the global accounting regulations so that they could transform their practice and gain a huge advantage. After doing their own research on the subject, the KPMG team proceeded to form an alliance with IBM’s Watson unit to develop high-tech tools for auditing, as well as for KPMG’s other lines of business.

Thanks to the cloud and the virtualization of services, no one has  to own the tools in order to have access to them, allowing even smaller firms to gain an advantage in this space. Success all comes back to us humans and how creatively we use the new tools.

IBM’s Watson, along with advanced AI and analytics from Google, Facebook, and others, will gain cognitive insights mined from the ever-growing mountains of data generated by the Internet of Things (IoT) to revolutionize every industry.

Advanced AI is promising almost limitless possibilities that will enable businesses in every field to make better decisions in far less time. But at what price? Many believe the technology will lead directly to massive job cuts throughout multiple industries. and suggest that this technology is making much of the human race redundant.

It is crucial to recognize how the technological landscape is evolving before our eyes during this digital transformation. Yes, it is true that hundreds of traditional jobs are disappearing, but it’s also important to realize the wealth of new roles and employment opportunities arriving that are needed to help us progress further.

The rise of the machines started with the elimination of repetitive tasks, such as those in the manufacturing environment, and it is now moving more into white-collar jobs. The key for us is not to react to change, but to get ahead of it by paying attention to what I call the “Hard Trends” — the facts that are shaping the future — so that we can all anticipate the problems and new opportunities ahead of us. We would do well to capitalize on the areas that computers have great difficulty understanding, including collaboration, communication, problem solving, and much more. To stay ahead of the curve, we will all need to learn new things on an ongoing basis, as well as unlearn the old ways that are now holding us back. Remember, we live in a human world where relationships are all-important.

We need to be aware of the new tools available to us, and then creatively apply them to transform the impossible into the possible. By acquiring new knowledge, developing creativity and problem-solving skills, and honing our interpersonal, social, and communication skills, we can all thrive in a world of transformational change.

Are you reacting to change or paying attention to the Hard Trend facts that are shaping the future?

If you want to anticipate the problems and opportunities ahead of you, pick up a copy of my latest book, The Anticipatory Organization.

Power and Humility

This year, our focus is to support you in mattering to yourself and in creating environments where people matter. Mattering to yourself is not about becoming narcissistic or thinking you matter above all others. It’s about honoring yourself so you know what matters to you and can then take action on behalf of the people and causes that you care about. So, today, we’re sharing some excerpts from an article about Humility that spoke to us. There’s a link to the full article at the end.

The Paradoxical Power of Humility: Why humility is under-rated and misunderstood Karl Albrecht Ph.D. – BrainSnacks

“Humility is widely under-rated in most Western cultures, it seems to me. It’s also widely misunderstood – maybe that’s why it’s under-rated. 

Our popular-media culture is saturated with themes of conflict, combat, and conquest. Popular films feature cops chasing crooks; the military fighting terrorists; the lone avenger pursuing the evil-doers. We say we love peace makers, but our heroes are warriors. As a society, we like our celebrities to be cheeky, self-important, and even a bit narcissistic. 

Little wonder that humble people seem a bit strange to us, as if they’re following some syncopated life rhythm that few people around them quite “get.” 

Having claimed that humility is misunderstood, I suppose it’s incumbent on me to offer a definition. 

What is humility? It’s a subtle concept, and I find myself having to frame it mostly in terms of what it is not. My conception of humility is what you have when you give up certain self-aggrandizing thought patterns, reflexes, and behaviors. I offer the proposition – and the value judgment – that humility is a kind of liberation, a paradoxical state of freedom from the culturally imposed norms of narcissistic “me-first” thinking. 

Practitioners of many spiritual traditions, such as Buddhism, would say that attaining such a state is a necessary part of the journey toward enlightenment. 

Humility is about emotional neutrality. It involves an experience of growth in which you no longer need to put yourself above others, but you don’t put yourself below them, either. Everyone is your peer – from the most “important” person to the least. You’re just as valuable as every other human being on the planet, no more and no less. It’s about behaving and reacting from purpose, not emotions. You learn to simply disconnect or de-program the competitive reflex in situations where it’s not productive. 

Humility is less a matter of self-restraint and more a matter of self-esteem. The greater your sense of self-worth, the easier it is to appreciate others, to praise them, and to encourage them. 

Does this mean that it’s wrong to try to win at bridge, or improve your tennis game, or compete to get ahead in your work place? Of course not – those are parts of a separate dimension of life. Your talents and abilities will speak for themselves. What we’re dealing with here is a matter of social intelligence, which involves inviting people to move with and toward you, instead of away and against you. 

A well-developed sense of humility shines through in your behavior toward others. They feel affirmed, appreciated, encouraged, validated, and psychically nourished. Most of us are powerfully drawn to people who treat us that way, like bees to flowers.”

This full article, posted in Psychology Today on January 8, can be found here.

In Carpenter Smith Consulting language, the deepest longing of all human beings is to matter.

When we matter to ourselves, and we treat others like they matter, amazing things happen.

If you’d like support in showing your team that they matter, our Executive Coaching could be for you. Contact us today to learn more.

– Heather @ Carpenter Smith Consulting

Trends for Every Salesperson

Every profession goes through changes, especially sales. A certain sales technique may have worked in the past, but that doesn’t mean it’ll work today. To be a top-performing salesperson today and in the future, you must continuously adapt to both market and social conditions.

There are several new business trends taking place—all of which affect salespeople in every industry. Understand what the trends are and how to maximize them so you can maintain a successful sales career.

YOUR PAST SUCCESS WILL HOLD YOU BACK.

People who are in sales long-term tend to be successful. However, success is your worst enemy. Being at the top and doing well means you’re just trying to keep up and meet demand. You’re not looking at future opportunities because you’re busy reaping the rewards of current ones. The old saying “If it isn’t broke, don’t fix it” should be reworked today to state, “If it works, it’s obsolete.” If you just bought the latest device, odds are that the newer, better version is already in existence and about to be released to the public. We must evolve to stay ahead of rapid obsolescence in business.

TECHNOLOGY-DRIVEN CHANGE WILL DRAMATICALLY ACCELERATE.  

While it’s human nature to protect the status quo, you have to understand that technology is changing the future, customers’ behavior, and your company’s reality. If you don’t change, you’ll be out of a job. As a salesperson, you need to embrace change wholeheartedly rather than resist and hold tight to the past. Spend some time thinking about where these impactful changes are headed. Change causes uncertainty in customers’ minds, so you bring certainty to them when you display confidence in change.

TIME IS INCREASING IN VALUE.

Time is becoming more important to people, because we have an aging demographic of Baby Boomers in the United States. Time gets more valuable as you get older because you have less of it. The world is more complex, with much more for people to do with their time. With so much going on, everyone is increasingly strapped for time. As a salesperson, make your customers feel that talking to you is actually saving them time. The list of time wasters is virtually endless, and these hurt your sales and profits. Prove that you’re a time saver and people will choose you over the competition.

WE’VE SHIFTED FROM THE INFORMATION AGE TO THE COMMUNICATION AGE.

Many salespeople rely on static marketing tools like company websites, flyers, and sales letters. These methods are a one-way interface. The better way is to have your sales messages be dynamic. For example, you could have a contest that encourages people to go to your site and enter. Instead of just telling people to buy your snack product, you can encourage customers to go online and vote for the next new flavor, getting them involved. The key is to generate communication, engagement, and involvement through your sales and marketing efforts. Don’t just hand out information; you want to listen, speak, and create dialogue to capture your prospects’ interest.

SOLUTIONS TO PRESENT PROBLEMS ARE BECOMING OBSOLETE FASTER.

Almost every salesperson has been told to be proactive by taking positive action. Unfortunately, you must wait and see to know if a certain action is positive. Instead, be pre-active to future known events. You need to look at your customer segment and identify what types of events you are certain they will experience, and focus your actions on what will be happening rather than on what is happening. Being pre-active also means that you change the way people think. When you put out a new product, it takes a while to catch on because you’re not actively changing the way people think about how the product can be used. Constantly educate your customers on the value you and your products or services offer.

THE VALUE YOU BRING TODAY IS FORGOTTEN FASTER.

Sell the future benefit of what you do. Most salespeople sell the current benefits to customers who already know what they are. Your goal as a salesperson should be to establish a long-term, problem-solving relationship with customers, not a short-term transaction. Your most profitable customer is a repeat customer, so help them realize the long-term benefit of your partnership. Show them how the products and services you offer will evolve with their needs by selling the evolution of your products and services. Sit down with your fellow salespeople to create a list of future benefits that you have for your customers, and then get an idea of where the product and service developers are heading to think of future benefits preemptively.

SALES SUCCESS FOR THE FUTURE

The more you understand and adapt to today’s current business trends, the better your sales will be—today and in the future.

Are you anticipating future trends in your sales career? If you want to learn more about the changes that are ahead and how to turn them into an advantage by becoming anticipatory, pick up a copy of my latest book, The Anticipatory Organization.

Pick up your copy today at www.TheAOBook.com

You Have The Right To Choose

How many times have you heard someone say, “I wanted to do something but something else got in my way?” A lot, I would imagine. I know I have.

You see the most pernicious lie that people tell themselves is that they have no control over their lives. They are passive bystanders to whom life happens.

This is a limiting belief and the enormity of it is frightening. If you truly believe you have no control over life, that it is nothing but a fairground ride for which you have a ticket, then you will have no control (or very little control) over what happens to you.

Breaking This Mindset

This mindset needs breaking. Outside of the unfortunates trapped in modern slavery or incredible poverty, we are in the most fortunate period in history.

You have endless choices. You have the ability to be anything or do anything. This is because of the incredible abundance of the technological era. While there is still disease, it is by and large controlled and remote for most of our lives.

There is unlimited education available and much of it for free (or at a very low cost) and the Internet has meant that even the most financially challenged of souls can start their own business and become their own boss and, as importantly, develop their financial freedom.

So, the only thing standing in your way is you.

It’s Not As Hard As You Might Think

The easiest way to stop believing a lie is to confront that lie. To keep repeating the truth until it takes the place of the lie that has developed its own pathways in the brain.

We know, in our hearts, that we make our own choices. You don’t have to sit in watching TV tonight, you could be starting a business.

You don’t have to go to college to study medicine to please your parents, if you want to – you can study fashion just like you always wanted.

So, we need a mantra.

You can choose your own but the essence is this: “I am in control of my life. I will make decisions that benefit me. I will not apologize for this but will continue to act with caring, compassion and kindness to others even if they do not support my decisions.”

By repeating your mantra (rephrase the one above or create your own) on a regular basis, it will become a “script” in your brain. The next time you find yourself making a decision to please someone else, rather than to please yourself – review your mantra, then and there on the spot.

Then, accept the blessing you have been given in life. Make your choice. Accept that choice in your soul as the one that you want. Then own the responsibility for your choice. The good and the bad. There is no perfect decision in life, but you can live life on your terms. In my experience that makes people happier and more successful in all walks of life.

Changes in Manufacturing: How Will Different Generations Adapt?

We categorize everything, from subgenres of music to which foods are the healthiest. But most categorization occurs between generational differences in the workforce and what success means to both, especially in manufacturing.

We categorize everything, from subgenres of music to which foods are the healthiest. But most categorization occurs between generational differences in the workforce and what success means to both, especially in manufacturing.

The Change Curve of Manufacturing

In recent years, the change curve of manufacturing has gone from a static line to an extreme slope. In the past, we all knew what manufacturing was, and safely assumed we knew where it was headed. But ongoing technological advancements are uprooting that sedentary perspective, and the change curve of manufacturing is now an upward climb. What the industry and job market of manufacturing were isn’t where manufacturing is today, or where it’s headed.

That change curve also has an effect on what manufacturing jobs will be in the future, and how they will differ from what they were in the past. That Hard Trend changes how we categorize success, and to us as employees in manufacturing, the word is taking on a whole new meaning. Much as we once “knew” where jobs were headed, we used to have a polarized view of what success meant. For many Baby Boomers in manufacturing, it meant working at a company until you retired, doing the repetitive and often dirty jobs to make ends meet. The paycheck you got at the end of the week meant you were successful.

But the younger generations entering the workforce have an entirely different view of life, success, and jobs in general, let alone jobs in manufacturing. Digital technology, additive manufacturing (i.e., 3D printing) and the internet of things (IoT) are already here and — in most cases — making our lives easier. Everyday tasks that used to take some time to accomplish are now shortened through the use of ever higher-tech devices, which are a constant in the lives of members of younger generations who grew up with them.

Take, for example, telecommunications. Baby Boomers grew up viewing landlines and cordless phones as appliances. Millennials see laptops and smartphones with instant messaging as appliances. Now, the next generation already sees its mobile devices and wearables as appliances. We all categorize, but that categorization changes with the times.

Different generations adapt to technology and define success quite differently.

Different generations’ adapt to technology and define of success quite differently. Also, the fact that many Baby Boomers remain in the workforce as younger generations enter the same industries is increasing the generational divide. The younger generations’ outlook challenges the past definitions of success; to millennials, for example, “success” has much to do with how much they love what they do. The Baby Boomer generation measured success differently; however, if they plan on staying in their jobs, they must open their minds to these trends and let go of the categorizations that further the generational divide.

All generations must rely on one another more than ever before, as more generations will be working together than ever before. While young generations may learn about “the old-school work ethic” from older generations, older generations can and should learn from younger generations about how to apply new tools to old tasks and reinvent the industries they are in.

For example, automation is becoming more capable and widespread, whether we like it or not. Those back-breaking, repetitive jobs discussed earlier are increasingly being taken over by machines. This shouldn’t be viewed as a bad thing; however, many members of the older generation worry about losing their jobs to robots, or believe that dependence on technology makes us weak or lazy. The younger generation can teach the older generation not to fear radically new ideas, but embrace them as progress and learn how to work alongside them.

Job Mentoring and Automation

The same can be said for older generations teaching younger generations about their work ethic and the importance of integrity, trust, and earning those things in the workforce. Forty years of experience can’t be taught via YouTube, but it can be taught in on-the-job mentoring of a younger worker who’s just starting out in manufacturing. Some things, automation will not replace, and all generations can learn to thrive in the future from one another.

We will spend the rest of our lives in the future, so perhaps we should spend some time identifying the Hard Trends that are shaping that future. You should be asking yourself questions about how your career is evolving, how people are evolving, how you can embrace new technology like you embraced past technology, and how to keep your mind open and learn from members of other generations instead of shutting yourself off from new ideas by categorizing everything. Embracing new technology can change the dynamic of the manufacturing workforce while learning from the past to foresee potential problems of the future and pre-solving them before they happen.

Are you anticipating the future of your career? If you want to learn more about the changes that are ahead and how to turn them into an advantage by becoming anticipatory, pick up a copy of my latest book, The Anticipatory Organization.

Pick up your copy today at www.TheAOBook.com

7 Behaviours That Put Your Leadership At Risk

Leadership often disintegrates through bad habits. Avoid these 7 deadly sins of leadership to get the next promotion.

Everyone wants to climb up the corporate ladder.

It seems the motivations of many lie in earning that next promotion. And after that? The next one.

As a Senior Executive at Dot Coach LLC I have seen many employees attempt to rise in the organization, and fail.

The reason?

I still don’t know.

But if someone knows it’s Monique Daigneault. Her flagship program Executive Influence gets executives promoted in record times by focusing on increasing their impact at work.

I got in contact with Monique and asked her to write a guest post to shed a light on why so many people fail to reach their full leadership potential.

I will leave it to Monique to explain…

Today’s workplace can be challenging, even dysfunctional, and many things may seem outside of your control – like climbing the corporate ladder.  Are you trying to be an effective leader, improve your skills, and get promoted amidst these roadblocks?  Did you know that you might be sabotaging your efforts with seven flawed behaviors?  Not only that, you may be contributing to the challenges and dysfunctions of your organization.  The good news is that not all is lost – you have more control over your career path than you think!

The Seven Deadly Habits

While I shed some light on these dysfunctional behaviors try to see if any of them resonate with you. 

Black or White Thinking: This is an ‘and/or’ mentality that represents inflexible thinking.  Something must be either one way or another and there is no in between.  Thinking in this way makes it difficult to collaborate, brainstorm, give and receive feedback, and think outside of the box.

Thinking the Worst:  If you frequently think the worst you are automatically setting yourself and your team up for failure.  This type of thinking is demotivating and will instantly impact your business goals in a negative way.

Mind Reading:  If you think you know what someone else is thinking, what they will say, or what they will do next you are mind reading.  This causes faulty communication and stifles otherwise productive conversations.

Should / Must Statements:  Here are some examples of this type of dysfunctional behavior: “We have to do it this way, this is how we’ve always done it.”  Or “You should go to the business event otherwise people will think you’re being rude”.  Use caution before using the words “should, must, have to” and the like. 

Emotional Reasoning:  This is the act of justifying – your behavior or the behavior of another.  There is a difference between explaining and justifying.  Explaining is about relaying the facts and taking accountability during the explanation.  Emotional reasoning, or justifying, is about trying to get yourself or someone else off the hook.

Filtering:  The behavior of sifting through all the information and focusing only on the negative is called filtering.  There may be plenty of positive information or feedback but if you are in the habit of landing on the negative then you’re filtering.  This will devastate self-esteem and motivation.

Jumping to Conclusions:  Similar to mind reading, jumping to conclusions is about thinking that you know the future outcome.  However, when you’re mind reading you are focused on someone else and what they might say or do next.  Jumping to conclusions usually happens when you are trying to predict the outcome of a situation. 

The Risk You’re Taking

Many of these dysfunctional behaviors are related and you might be using several within the same situation.  If they aren’t addressed your leadership is at risk and so is your career trajectory – here’s why.  Your behavior is modeled in front of your team, the team inadvertently picks up your subtle cues and starts modeling the same behavior throughout the rest of the organization.  To add to the dysfunction – other teams and leaders start acting the same way and there you have it…. you’ve successfully contributed to the challenges and dysfunction of your own organization.  Here are the final outcomes of that organization-wide behavior:  low self-confidence, defensiveness, poor negotiation skills, high stress, lack of executive presence, low productivity, conflict, bias, customer complaints, poor relationships, lost sales.  And there goes that next promotion.   

Strategies to Get on Track

You can, however, mitigate the risk of this toxicity by improving your cognitive agility.  Cognitive agility is the ability to pay attention to your thoughts and be aware of any sabotaging patterns.  You can successfully derail wasted thoughts, choose your thoughts with a process called selective thinking, and increase emotional discipline. 

As a leader, you can benefit from increased cognitive agility by overcoming automatic responses, being proactive rather than reactive, and having better focus during conversations.  Other benefits include enhanced problem-solving skills, greater executive presence when under pressure, and overall better management of emotions.  Your credibility as a leader will soar and so will your chances to fast track your career.

You can’t go wrong when improving cognitive agility and here are some strategies that will help.

Mindsight: This is an exercise in building awareness of your patterns.  Once you’re aware of your dysfunctional thoughts and behaviors you can then start recognizing them and take further action.

Cognitive Reframing: This is a process to help you shift perspectives and think outside of the box.  You will learn to imagine new outcomes, make subtle shifts in language, and manage your emotions in a healthier way. 

Putting Thoughts on Trial:  You will learn to question your own thoughts before you deem them accurate.  For example, before you say, “We have to do it this way”, you will think “Do we really have to do it this way, why?”  You will catch and question yourself before you act.

There are many challenges and roadblocks that you can’t control in the workplace, but you certainly can control your own thoughts and behaviors.  Improving cognitive agility will help eliminate dysfunctional behaviors that may be sabotaging your leadership and that next promotion. 


Monique Daigneault

Monique has achieved seven industry specific certifications, two business degrees, and a Master of Science in Industrial / Organizational Psychology.  She is a contributing author to the Random House best seller, Ophelia’s Mom.  The depth and breadth of Monique’s knowledge gives her a unique perspective into the development needs of senior leaders. 

Monique Daigneault, founder of MD Consulting, is a seasoned Executive Coach with over three decades of corporate and entrepreneurial experience.  Her flagship coaching and training program, Executive Influence, empowers senior leaders to become highly influential so they can increase team productivity, achieve goals, and fast track their career.

Originally from Michigan, Monique now resides in Arizona.  She has two adult daughters and four grandchildren.  As a former competitive bodybuilder Monique enjoys weightlifting, hiking, yoga, and Pilates.  She has accomplished nine tandem skydiving jumps across the United States.  Monique spends 25% of her time volunteering in Europe and China where she teaches Business English and business protocol to foreign business executives.  To connect with Monique on social media or to join her live webinar exclusively for senior leaders visit her at www.executiveinfluence.coach.

Open Work Spaces Can Make You Sick

Open work space

In just about every start-up, our office space was a room with whatever furniture we could pull together that could support some weight, didn’t wobble with regular use, and wasn’t sticky to our touch.  Designers came along and called this “eclectic.”  We called it “free.”

As you focus on your core business interests and direction, office space can often be the last thing on the list, but there are dozens of studies that support the importance of space and how it supports our abilities to perform.

After decades of cube development and design in height, width, drawers, no drawers, and then moving to the open floor space (back to eclectic) it’s interesting to read Fast Company’s “The Slow Death of Open Spaces” (February 2019).

According to the article, “employees don’t like them, and research proves they’re ineffective.”  This is interesting given all the reports that tout how well they’ve worked in recent years, how cool they look to a visitor (is there an advertising agency anywhere in the world with cubes?), how it saves money on cubes, increases the number of people in small spaces – wait, this sounds like coach on any domestic airline, doesn’t it?

“Researchers have shown that people in open offices take nearly two-thirds more sick leave and report greater unhappiness, more stress, and less productivity than those with more privacy.”  A 2018 Harvard Business School study found that “open offices reduce face-to-face interaction by about 70% and increase email and messaging by roughly 50% – shattering the notion that they make workers collaborative.”

And, there you have it.  Twenty years ago, we got rid of walls (no topically political pun intended here) to improve collaboration and face to face interactions and the result, apparently,  is less of both and more sick-leave.

Obviously, the answer for maximum efficiency is a mix of private spaces, open spaces, and adjustable spaces like those that offer tables on wheels that can be moved around to accommodate one person, four, or twenty and so on.

Maybe there are tables on wheels with adjustable walls that can be moved around your space as needed?

5 Sales Strategies Not Found in How-to Books

How do you break through to the next level of sales and become an anticipatory salesperson? Here are six strategies you won’t find in most how-to sales books.

As a salesperson, you’re trained to ask customers what they want in terms of your product offerings. That’s wise advice but it’s incomplete. If you only ask customers what they want and then give it to them, you’re missing the biggest opportunity that has ever come in front of you – the chance to sell innovation.

Technology allows us to do things that were once thought impossible. While it is important for salespeople to ask customers what they want and then deliver on it, all that will do is keep you in the game – not ahead of it.

Chances are your competitors are asking customers the same questions, they’re getting the same answers, and they’re providing the same solutions.

So how do you break through to the next level of sales and become an anticipatory salesperson? Below are six strategies you won’t find in most how-to sales books.

1. Follow the Golden Rule of Sales

The Golden Rule of Sales is to give people the ability to do something they currently can’t do but would want to do if they knew it was possible. In other words, the Golden Rule is to help your customers be anticipatory. It’s called the Golden Rule because it’s much more profitable than simply giving clients what they ask for.

The key is that you have to look a little bit further into your customers’ predictable needs based on where they’re going. Only then you can see unmet needs and new opportunities.

2. Get Comfortable Around Technology  

One stumbling block in selling technology can be that the end user is awkward with new types of technology and related products. But another stumbling block could be that you, as the salesperson, are unfamiliar or uncomfortable with the tech-driven solution you could be selling.

This is where the value of a time travel audit, one of the core components of my Anticipatory Organization Model, can prove essential.

3. Practice Anticipatory Selling

Anticipatory selling offers enormous opportunity for those who recognize that the very nature of sales is shifting and, further, that there are strategies to leverage that change.

One key strategy of anticipatory selling boils down to something I call a pre-mortem. Unlike a postmortem, which is an examination after the fact, a pre-mortem is focused on anticipating objections, problems and issues before they occur – and, from there, presolving them before the sales process even begins.

4. Raise the Bar on Trust  

You need to shift from being a vendor to being a trusted advisor. A vendor simply supplies a product. A trusted advisor supplies true advantage.

When you seek that higher ground and become a trusted advisor, your clients trust you more.

Remember that the future is all about relationships. Relationships are all about trust, and you gain trust by earning it. So never teach people to distrust you by stretching the truth or hiding some pertinent information. To differentiate, you need to raise the bar on trust.

5. Commit to Finding the Customer’s Truest Needs

When you focus on redefining what you already have, you can take your current offering and leverage it to new levels. That’s when you become a sales leader. It’s not because of some fast-talking sales pitch, it’s because of your commitment to your customers and their true needs.

So focus on relationships, trust and truth, and you’ll be able to give your customers tools and solutions they never dreamed possible. As a result, both you and your company will attain new levels of success and realize the profit potential you always knew existed.  

Want more tips for anticipatory selling? Get my book The Anticipatory Organization: Turning Disruption and Change into Opportunity and Advantage, available now at www.TheAOBook.com

Europe Contribute Largest Revenue to the GDPR Service Market, Micro Focus, AWS, Capgemini, IBM

Global GDPR service market is predicted to grow significantly the forecast period (2018 – 2024) due to the increasing adoption of GDPR compliances that helps in enhancing security services of the business organizations ensuring encrypted, secure and improved data to its users.  Among all these segments, data management solution generates larger revenue in comparison to that accumulated by API management solution, globally. Data management solutions are extensively crucial for complying with GDPR systems as it enables the user’s in storing, deleting, accessing, monitoring and encrypting private data. 

Explore Full Report Description At: https://www.vynzresearch.com/ict-media/gdpr-service-market 

The major factor that is driving the growth of the GDPR service market include rapid increase in large amount of data, increasing need for privacy and data security protection and excessive demand towards data handling and transparency. Moreover, increasing adoption of Privacy by Design (PbD) for enhancement of data safety and privacy among the various business organizations is another factor pertaining towards the growth of the market. PbD is an approach and belief of enabling privacy into various technologies of an enterprise.

Geographically, Europe contribute largest revenue to the global market and is also predicted to grow at the highest CAGR during the forecast period. The growth of GDPR service market in this region is attributed towards increasing acceptance of this service among the nations in the European Union. Moreover, it has been observed that GDPR signifies glorifying business prospects for the organizations existing in this region that helps them in gaining competitive advantage. Furthermore, the influence of European Union in large scale business enterprises is further expected to stimulate rigorous proceedings of data security across the globe. These factors are thereby exaggerating the growth of the market in this region. 

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The key players providing GDPR services are Absolute Software, Actiance, Hitachi Systems Security, MetricStream, Micro Focus, AWS, Capgemini, IBM, Nymity, Informatica, Microsoft, Oracle, Mimecast, Snow Software, OneTrust, Proofpoint, Protegrity, Swascan, Talend, Trustwave, TrustArc, Symantec, and Veritas.

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