Finding Answers, Sales Help, Brand Building

Making Sense:
Finding Answers

  • Big data: are we making a big mistake? FT: the Financial Times does not encourage sharing copy from its articles, so I will extrapolate. "Big data" for businesses and organizations is more precisely defined "found data". That is the trail left by a Google search, a credit card transaction, and another type of digital connection with a location based switch turned on. As it is often the case, even with data the devil – or in this case the correlation to causation work – is in the details.
  • Why Is Facebook Page Reach Decreasing? More Competition And Limited Attention. TechCrunch: But all Pages and people are not treated equally because Facebook’s goal is to show people the most engaging posts out of all the ones they could see each day. Facebook’s ability to earn money showing ads and pursue its mission to connect the world hinges on people coming back because they see interesting content there and don’t get bored. This puts Facebook in the very tough position of choosing what content gets shown and what doesn’t. I call this the filtered feed problem.

Making Do: Sales Help

  • Helping Startups Understand Salespeople & the Sales Culture. Mark Suster: Customers seldom buy on price. They buy on perceived value. Sure, you need to be competitive on price. But a sales person needs to be able to demonstrate the business case of why using your product will deliver more total ROI than your competitors. Otherwise you need not keep building out great features – just always drop your price! Of course that’s not true.
  • Clari, A Mobile-First Predictive Sales Tool, Comes Out Of Stealth With $6M From Sequoia. TechCrunch: According to CEO and founder Andy Byrne, the key to what Clari does that’s different from its much-bigger competitors is that it focuses on helping salespeople sell better rather than report what they have been doing better. This is a crucial shift: the former means that information is delivered to people on their devices right when they need it.

Making It: Brand Building

  • Beardbrand's guide to building a brand. Reddit: First you will want to commit to building a brand, and all the challenges that presents. You will have to be prepared to say "no" and stick to your guns. Inconsistency is the death to brands. Spend a lot of time up front to truly understand what you want to be and how you want to present your company.

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Valeria is an experienced listener. She designs service and product experiences to help businesses rediscover the value of promises and its effects on relationships and culture. She is also frequent speaker at conferences and companies on a variety of topics. Book her to speak here.