What can we do when the sales team accepts the customers Status Quo?

In a recent workshop with the sales and technical team of a small, yet significant CAE (Computer Aided Engineering) software company I was struck by the number of times that the sales team conceded that the "customer doesn't do it that way" so they don't see them changing methods.

Since when is selling about letting the status quo be good good enough? How about this? The status quo is that we don't get any revenue from the prospect, why challenge that in the eyes of the customer?

Ron Popeil never sold anything by accepting others view of good enough (image  wolfprint.stritch.edu)

Is it not the challenge for the sales person to convince the Desert Nomad to buy sand, or the Eskimo Ice, or the Lady in the white gloves want Ketchup flavored Popsicles? Then why, when I present the use-case for our software, do we roll over when the customer expresses that the model doesn't fit there current business paradigm? OK, if you say so. No need to grow our business. Have a nice day.

• Since when has selling bee about completely ceding the value-arguments to our technical people?
• Why is it so bad to challenge the customers feeling that "we are fine" without any change?
• No, you don't tell them they've been doing it wrong, you just show them a better way.

If you don't believe that what your are selling is a needed improvement to the status quo, please move on; get out of the way of those who can offer change.

The Birth of a Word: TED Talk 2011

TED talks are amazing places to watch, hear, learn, and discover some of the most amazing things. From Deb Roy's presentation on the Birth of a word it is tricky to force oneself to get over the technological tricks they had to invent to perform this research (video correcting 10+ fisheye video feeds into a near 3D representation of Deb  Roys home that can allow us to follow him, his wife, their son and the nanny through their house for a few years) to discover the patterns in that lead to the successful emergence of word use.



Had to watch this a couple of times before I could let the point of it, sink past my utter amazement as to HOW they parsed it, to what they found. The 120 Terabytes of data, the linking of the various feeds into a single cohesive (and virtually 3D) time space environment. And get where it was going.

The space time tracking of movement in the video to find the feeds where they could locate his sons specific word use. the ability to get audio transcripts from disparate video sources into a coherent "stream" of communication. This turns into different methods of tracing the communication threads throughout our society and our social structures.

Not sure what it all means yet, but to quote Deb Roy and son.   "wow"

Fun makes the stairs more appealing [video] - Holy Kaw!

It should com as no surprise that if you want to get people to embrace change, that injecting a little WiiFM like making it fun will have a positive effect on the unstated change initiative the VW was attempting (they wanted to prove that fun made it worthwhile). Also the fact that they did not tell people that they were trying to alter their behavior increases the (i) perceived input. It was their idea after all to enjoy the musical step.

Re-Blogged from AlltopFun makes the stairs more appealing [video] - Holy Kaw!

poor video from the Technopark presentation

Tried to capture some video of the presentation, but unfortunately the batter on the camera is pure crap. In any case I salvaged some video thanks to Roald who saw the camera stop.

Brown Bag Lunch: Selling Innovation/Change

I made the presentation, but unfortunately my camera has such a disappointing battery that I have not video of the talk. But here is the slide show instead. I post via slideshare.

Since the talking I do is not captured, I have to make sure that I give credit where it is due. Also, for more places to see, things to read, or inspiring voices you can look up:

• Simon Sinek, Start with Why (the what, how, is not original)
• Dan Ariely for the comparative difference thought starter
• mondaydots for first showing comparitive difference to me, and planting ideas for the simplicity of the presentation

Don't Talk with your Mouth full: Technopark Zurich Brownbag lunch presentation

I have been invited to make a presentation at the Zurich Technopark. Apparently the Self-Proclaimed-Die-Expert and Techni-ho is a "world renowned" expert on Technical Evangelism.

I will be presenting on the theme:

Selling innovation/change

Technical Evangelism by the numbers

The basic theme of the presentation will be a return to one of my earlier concepts; and attempt to quantify the amount of resistance that people have to new ideas:

I doubt that any of the 3 people who read this blog will necessarily be in the Zurich Area this week (the presentation is Thursday the 20th of January, 2011 at 12:30). But if I cared whether or not people listened or read what I do, this blog would not exist. 

I will consider posting the entire presentation after the debut on Thursday.

Creativity Malaise?? Time to road trip!

A friend of mine recently shared this observation about his start-up:

the most frustrating part of it: we have difficulty finding time to sit together and "reinvent the world/future" of the company. Probably a lack of oragnization, and certainly too many things to do, which in itself is a good problem to have I must say. (Mathieu, you did sign that disclosure agreement? Didn't you??)

My suggestion. Take a Road Trip, and do it now.

Why?

When Mathieu and I worked together, we used to have to drive 4 hours each way to get to customer and prospect demos. On those drives we used to bubble up some of our best ideas, practice our spiel, get good at verbalizing the raw and unformed ideas, and generally have a great time in doing so.

On the way home we would debrief the demo then, fall back into the creative BS line we had on the way out, and try to imagine what we could do next.

So, Mathieu set an appointment (real or imaginary) to call on a prospect about two hours outside of Marseille. On the way out just get the ideas out there, make the sales call (or if you are inventing an imaginary one set your phone to call you shortly after you arrive to have the prospect cancel on you); Then use the ride home to make action items from any ideas you had on the way out.

Might as well make the trip worthwhile.

(apologies to Sandi for lifting your pic. Hope you don't mind.)

Sell the problem (borrowed from Seth)

In a recent post Seth Godin suggests that we need to be good as selling the problem (before we can sell the solution).

Seth's Blog: Sell the problem

Getting your clients or prospects on the same page as you, by demonstrating your understanding of their pain, and then suggesting that you have a remedy to that pain is one of the keys to successfully changing them from prospect to customer.

If the customer does not at first recognize the problem or pain the resistance to change is certain to go to infinity. If we do not have a reasonable alternative to the current situation that too sets the resistance to infinity.

Both points Seth is good enough to mention in hist blog. But I would add that we cannot forget to include the ever important W.I.F.M. (what's in-in for ME) and the desire to feel that it was their idea.

Get them on board with the problem, present them with a beneficial alternative, that makes the individual succeed as well as the company and let them THINK it was their idea.

mondaydots: Information Gap

Jeff Monday @ mondaydots makes another simple elegant explanation of ideas. This time from the Theory of the Information Gap and how to use it.

In reading "Driven" & "Made to Stick" I stumbled across an incredibly interesting idea. It's called Information Gap Theory. Dr. George Lowenstien wrote a paper about it in 1994 and it works like this: when we come across something new that is not explained by our previous knowledge or experiences, an information gap is formed. If you are a designer, creator or communicator, understanding how to use this gap will have great rewards.

Seth's Blog: Goodbye to the office

Reading today in Seth's Blog: Goodbye to the office. 

Extracting a few points from his observations

• How many meetings are important? If you didn't go, what would happen?
• You can get energy from people other than those in the same company.
• Of the # people in your office, how many do you collaborate with daily?

Another consideration into the future of the office is:

• SYNC or ASYNC?

There has long been a push to get everybody in the world to telecommute (I have had much pressure to stop getting onto planes and start working with Telepresence. But, a consistent roadblock to effectively running an organization via telepresence is the effectiveness with which we manage our synchronous and asynchronous working habits.

Synchronous work is that which requires that you and I be working/thinking/discussion simultaneously
Asynchronous work is that which allows that we do or things independently at different times/locations

 I have logged enough hours in the Headset to tell you that sitting through "updates" for the web meeting is one of the most painful things in the world. Updating is an ASYNCH activity. I don't need to hear the update the same time as anybody else as long as I hear the same thing.

Discussions, as long as they are two-way channels of communication. Many emails threads of conversation we've had could have been much better if we bothered to make that conversation SYNC. But email is ASYNC. The Feedback mechanism as to whether or not your colleauge is listening or giving you proper attention is not clear.
Cameras are good for having telepresence. It is funny how the appearance of somebodies face on the screen makes a difference. They can also make the ASYNC aspects of telecommuting better, as I think if you need to monologue to get your point across you might as well record it to ensure that the body language and facial ticks are present to make sure that your nuance is not lost in the typing of an email, or chat window.

Make use of collobarative tools if you want me tuned in during these SYNC events online. Like Dabbleboard.

Would this help you tell your story more or less effectively during the telephone call or web conference?

Before we can kill the office we need to find what are the activities that really require us to be SYNC'd or ASYNC in our communication. Strip out the ASYNC (and ensure people do their meeting prep) and maximize the SYNC experience. Making sure we can be interactive and collaborative.

Is it for Real?

Apparently Honda is reinventing the wheel.



Honda U3-X Personal Mobility Device


Some of the video footage looks staged, but it could be real.


If this is for real it will be the ultimate geek toy for the next few years. Even better than "it" when the Segway came out. Trippy. 

Ask why

Why do you exist? Why do we do what we do?
Inspired individuals and companies know why they do what they do.

Resistance to Change: The empirical formula

The old joke is: 

How is arguing with an engineer like wrestling a pig in mud? 

After a few minutes you realize the pig likes it.

In order to facilitate change (what we consultants; internal or external) all hope to achieve, we must first come to terms with the fact that it is human nature to resist change. If we are selling organizational change (Who Moved My Cheese?), technology change, or process change (The Machine that changed the world) we must overcome the human urge to keep things the same.

A few years ago my good friend Bob Murdy and I first wrote down this formula (or something like it). There are a few key factors we always liked to point out in this equation. First, the benefit to the company or the team or mankind has no place in this equation (directly). Some people could however assess a positive value for gain from helping their fellow man because they "feel good" to help others. That is a selfish motive (just think of all the people in the world who don't appreciate the helping hands we offer them (Aztecs, native Americans, and Australian aborigines come to mind).

Additionally, the pain might be no more than my own guilt that must be assuaged (i feel bad for being a materialistic pig, so I text some money to Haiti and I feel better.

With this equation, we see that it only takes one missing element in this equation to make the whole thing (resistance to change) go to INFINITY. (division of any number by 0 goes to infinity for the non-math types out there).

So why don't people accept change:

• They feel no need to change
• You gave them no personal benefit
• You gave them no choice
• It was not there idea