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Which one is more important in sales? I think theory is useless unless you apply it. Plus a lot depends on personality, and what might be effective technique for one person may not work when implemented by any other. In sales, because there is a lot human interaction, sales people make their own theory by practicing.

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Layout 1Matthew E. May is the author of In Pursuit of Elegance: Why the Best Ideas Have Something Missing and the ChangeThis manifesto called Creative Elegance. He spent nearly a decade as a close adviser to Toyota and works with creative teams and senior leaders at a number of top Fortune companies.

1. Question: How do you define elegance?

Answer: Something is elegant if it is two things at once: unusually simple and surprisingly powerful. One without the other leaves you short of elegant. And sometimes the “unusual simplicity” isn’t about what’s there, it’s about what isn’t. At first glance, elegant things seem to be missing something.

2. Question: Why is elegance so important?

Answer: Elegance cuts through the noise, captures our attention, and engages us. The point of elegance is to achieve the maximum impact with the minimum input. It’s a thoughtful, artful subtractive process focused on doing more and better with less. That’s especially important during this economic crisis when everyone is trying to move forward while consuming fewer resources. (more…)

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kitapI am reading a book called Weird Ideas That Work by Robert I. Sutton. Professor Sutton from Stanford is a unique voice with an urgent message about how to generate and capitalize on new ides.  Since I count myself as an entrepreneurial person, I loved few ideas and want to share them with you. The book has 3 major parts; Why the weird ideas work, the weird ideas and putting the weird ideas to work. I did not like all of the weird ideas in this book and i am a little skeptical about some of them. But, still want to share few of my notes with you. If you are interested in management and innovation, I strongly recommend you to read this book.

Weird Ideas;

1- Hire slow learners

2- Hire people who make you uncomfortable, even those you dislike

3- Hire people you do not need

4- Encourage people to ignore and defy superiors and peers

5- Find some happy people and get them to fight

6- Reward success and failure, punish inaction

7- Decide to do something that you will probably fail, then convince yourself and everyone else that success is certain

8- Think of some ridiculous or impractical things to do, then plan to do them

9- Avoid, distract and bore customers, critics and anyone who just wants to talk about money

10- Dont try to learn anything from people who seems to have solved the problems you face

11- Forget the past, especially your company’s success

I personally did not like the weird idea 3 and 8. But these are for companies where innovation is a way of life. We can not apply these weird ideas in large and established companies. After all, the book is a breakthrough in management thinking, “weird ideas” can help organizations achieve a balance between sustaining performance and fostering new ideas. As a final message; to succeed, you need to be both conventional and weird.

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I am trying to find mission and vision statements for a project that I involved in. I just realized that mission-vision statement helps managers to pass the elevator test — the ability to explain the project to someone within two minutes. A good framework from Geoffrey Moore’s book Crossing the Chasm can help you to position your company or product. It follows the form:

For (target customer)
Who (statement of the need or opportunity)
The (product name) is a (product category)
That (key benefit, compelling reason to buy)
Unlike (primary competitive edge)
Our product (statement of primary differentiation)

Once you fill this form out, it will be easier for you to find your vision-mission statements.

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marketingThis weekend I attended a workshop at Stockholm School of Entrepreneurship about Global Entrepreneurial Marketing. Workshop has been held by Rasmus Rahm, who is a Research Assistant at Stockholm School of Economics and Founder & Owner at Pop n Roll. It was a two days workshop and we have learnt lots of practical things. We watched lots of commercials from different sectors and gained vast amount of tools and methods. As a summary;

1- Customer is the boss

2- Marketing is a complex thing and should not be seen as an isolated event. (more…)

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meetingFor the last two years I lived in Stockholm and studied as a master student at ICT Entrepreneurship. In my opinion networking is the crucial part of entrepreneurship. I am not an experienced entrepreneur, who made billions of dollars, but still I have some recommendations for you. These are my stories as a young entrepreneur in Stockholm and may be you will not agree with me. Let’s get started;

 

Lessons Learned 1: Be active but not over-active

Some friends of mine, who runs after people to collect their business cards and mail addresses, generally see that people only once. I think this is really disturbing and has no value inside. As a young entrepreneur I sometimes feel that people do not pay enough attention to me since I do not have a lot to offer them. But, once you show them the energy and sympathy it will be easy for you to have good connections with them. So, there is no need to run after people to get their contact details. They will never get back to you. (more…)

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developed_and_emerging_marketsWe can define Emerging Economies as those “regions of the world that are experiencing rapid informationalization under conditions of limited or partial industrialization.” It appears that emerging markets lie at the intersection of non-traditional user behavior, the rise of new user groups and community adoption of products and services, and innovations in product technologies and platforms. Examples of emerging markets include Russia, China, Turkey, Taiwan, India, Pakistan, Brazil, Egypt, United Arab Emirates and some more. But, obviously China is one of the most important in emerging markets.

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gartner_hype_cycle1Gartner’s Hype Cycle is a graphic representation of the maturity, adoption and business application of specific technologies. This framework tries to provide opinions, advice and data on the global information technology industry if they should invest in some technology or not at the moment.

From here you can find an example document, where i try to position the PC-Based Open Source Networking business. Download the document.

A hype cycle in Gartner’s interpretation comprises 5 steps:

1. Technology Trigger — The first phase of a hype cycle is the “technology trigger” or breakthrough, product launch or other event that generates significant press and interest.
2. Peak of Inflated Expectations — In the next phase, a frenzy of publicity typically generates over-enthusiasm and unrealistic expectations. There may be some successful applications of a technology, but there are typically more failures.
3. Trough of Disillusionment — Technologies enter the “trough of disillusionment” because they fail to meet expectations and quickly become unfashionable. Consequently, the press usually abandons the topic and the technology.
4. Slope of Enlightenment — Although the press may have stopped covering the technology, some businesses continue through the “slope of enlightenment” and experiment to understand the benefits and practical application of the technology.
5. Plateau of Productivity — A technology reaches the “plateau of productivity” as the benefits of it become widely demonstrated and accepted. The technology becomes increasingly stable and evolves in second and third generations. The final height of the plateau varies according to whether the technology is broadly applicable or benefits only a niche market.

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Last week was “China Week” at KTH and in order to celebrate it, students organized lots of different activities. There were many different kinds of public lectures, career days, parties, dinners and business case competition about the Ericsson’s business strategy in China. Ericsson has two biggest competitors in China, which are Huawei and ZTE
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I strongly suggest to entrepreneurs and start-ups to go to Istanbul/Turkey between 7–12 October 2008 to join CeBIT Information Affair. Uniquely positioned to address the region’s flourishing ICT market, CeBIT Bilisim Eurasia is the ideal platform from which to launch new products and services.The 2008 show will boast a total exhibition area of 27,000 square meters divided up into four main sections: Business World, Digital Life, Telecommunications and Home Electronics.

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