Development of a Home Messaging and Communication System Essay Example for Free

Improvement of a Home Messaging and Communication System Essay This is bunch coursework. Gatherings ought to have between 3 to 5 individuals. Do just one of the assignments depicted underneath. Peruse everything before you conclude which to handle. Task 1 Home Messaging System Numerous individuals live in a house or level with others. Individuals may live decently autonomously with various interests and schedules, or they might be all the more firmly engaged with each others’ lives. Whichever is the situation, they will presumably need to arrange their exercises with one another. They may profit by methods of recording and sharing updates about occasions, for example, arrangements or huge dates. They may require approaches to record and organize over undertakings, for example, tasks around the spot. They may profit by methods of demonstrating issues, demands for data or activity, ways trying to say â€Å"hello† and ‘greasing the wheels’ of collective living, or even methods of tending to clashes in the event that they happen. The messages individuals as of now leave for one another can take numerous structures. They may utilize Post-its, whiteboards, pinboards or different surfaces that can be composed on. The acts of data sharing may advance over numerous years and are regularly intended to fit cautiously into peoples’ lives. Notwithstanding, composed messages may have inconveniences: they will in general be static and not effectively refreshed; they likewise are fixed in one area, while individuals are versatile and may require access to notes and messages in any event, when they aren’t at the area where the message was made. Coursework Instructions Examination, model and assess a computerized Home Messaging gadget or framework that individuals in a house or level can use to share the sorts of data they have to arrange exercises with each other and empower great, cheerful social relations. The subtleties of what they can do will rely upon what you discover by doing some client research. The framework you create ought to include an interface inside a mutual space, however may likewise work as a team with gadgets at different areas. Task 2 Mobile Museum or Art Gallery System Exhibition halls and workmanship displays make a significant commitment to our social scene. A visit to an exhibition hall or workmanship display can occur for some reasons. Individuals might need to learn, be intelligent, to be engaged or to have some good times day out with loved ones. Individuals may have a profound enthusiasm for what they will see there or they may simply need something to do on a stormy evening. Picture by EmilySuran (Own work) [CC-BY-SA-3.0 (http://creativecommons.org/licenses/by-sa/3.0)], by means of Wikimedia Commons Advanced innovation can give chances to improving these encounters in various manners. They may offer data before a visit. During a visit clients may need data or to impart somehow or another. Cell phones can be area mindful. For instance, this should be possible utilizing QR codes. A QR (Quick Response) code (see picture underneath) is a network standardized identification which can be filtered by a gadget fitted with a camera, (for example, an advanced mobile phone). A client could check a code close to a show to dispatch some area based assistance. What's more, after the visit there might be some subsequent exercises, maybe utilizing data about what intrigued them. A QR code Coursework Instructions Exploration, model and assess a framework that could be utilized by individuals to upgrade their encounters in exhibition halls or potentially workmanship displays here and there. The administration could give data and additionally upgrade shared encounters. It could assist them with learning or make things fun. The framework could incorporate with an electronic framework to permit individuals to get things done previously or after an excursion. Once more, the subtleties of will rely upon what you discover by doing some client research. General Instructions Whichever venture you do it must include the accompanying significant exercises: 1. client research 2. prototyping 3. assessment 4. model amendment At the end of the day, follow an iterative plan approach. Each progression ought to educate the following. It ought to be clear how the exploration has educated the structure, and how the assessment has educated the reconsidered plan. As an option in contrast to conventional client research strategies you may get a kick out of the chance to attempt auto ethnography. Auto ethnography is a methodology which looks to portray and deliberately break down close to home understanding. On the off chance that you do this you will be reviewed on the strategies you use to obtain and examine valuable encounters and the nature of the bits of knowledge that this gives you. For any action that includes human members you should finish a Middlesex University School of Engineering and Information Sciences Research Consent (Form C) and a Declaration Form and Ethical Approval Request (Form D). Have your assent structure endorsed by your coach before you start each period of client commitment and have them sign your structure D. The structures can be found in the ‘Useful Forms’ segment of the Middlesex University, School of EIS Ethics Research Webpage. Appraisal The work will be surveyed in parts: Gathering Progress Review Presentation †25% of complete imprint The introduction ought to portray the work you have done and your arrangements for finishing the task. Gathering individuals will possibly get an imprint in the event that they make a sensible commitment to the introduction, with each getting a similar imprint. Singular Final Report †75% of all out imprint The last report ought to be close to 4000 words (excluding appendixes). Each gathering part will get an individual imprint. The report ought to be organized as follows (greatest imprints granted are appeared in sections as a level of imprints granted for the report): * Introduction (10%) * User Research (15%) * Prototype (15%) * Evaluation (15%) * Prototype amendment (10%) * Discussion (10%) * Appendices containing every single suitable ethic forms1 (15%) An extra 10% will be granted for introduction of the report. All imprints will rely upon the different accommodation of your crude information. [ 1 ]. http://www.eis.mdx.ac.uk/research/gatherings/Alert/Ethics_Research/forms.html

Victim Profiling Is A Subject Criminology Essay

Casualty Profiling Is A Subject Criminology Essay Casualty profiling is a subject that has kept on pulling in a ton of open creative mind. Numerous agents have considered human conduct and wrongdoing in the wide setting of casualty profiling. Right now, casualty profiling is anything but a subject that can be seen cryptically as a secretive procedure utilized by the U.S police power when trying to settle wrongdoing. Its fundamental goal is to comprehend a wrongdoing from both the person in question and culprits points of view. It includes both analytical brain research and wrongdoing scene examination. The subject has additionally gotten a ton of media consideration as a strategy utilized by the police. As the police attempt to guarantee open security, they will utilize a few apparatuses to catch lawbreakers. Regardless of the enormous advances made in casualty profiling, the procedure is portrayed with different issues. Casualty profiling frameworks should be improved to guarantee it gives exact and dependable data. It ought to be noticed that if casualty profiling is improved and appropriately executed, it will keep on being a significant and energizing logical device for criminal examinations. Catchphrases: Victim profiling, criminal examinations, wrongdoing scene Casualty Profiling Casualty profiling can be characterized as a lot of approaches and strategies used to anticipate the qualities of a unidentified guilty party through exploring and dissecting the proof acquired from the location of wrongdoing. By dissecting the area of wrongdoing, an agent intends to comprehend the character, segment and conduct qualities of the wrongdoer. The qualities acquired from the wrongdoing scene can be utilized to recognize the standards of conduct of the obscure wrongdoer. The paper will address the issue of casualty profiling, issues that make it less compelling and furthermore give proof of inadequacy. At last, it will propose how these issues can be tended to so as to improve the adequacy of casualty profiling. Casualty profiling for the most part decides the circumstances and logical results relationship viewpoints between the location of wrongdoing, casualty, witness and the guilty party. The procedure is for the most part utilized in wrongdoing scenes where the character of the guilty party isn't known and in genuine kinds of violations, for example, murder and assault. The procedure utilizes wrongdoing scene data to make a mental representation of the obscure culprit (Muller, 2000). A profiler will take data, for example, the condition of the wrongdoing scene, nature of weapons utilized and information disclosed or done to the casualty to concoct a casualty profile. What's more, it can incorporate data, for example, geographic example of the wrongdoing, method of passage and exit from the wrongdoing scene and where the wrongdoer lives. The genuine procedure of casualty profiling may contrast starting with one specialist then onto the next relying upon ones degree of preparing. Notwithstanding, the point of the procedure will at present continue as before which is to reason the character, physical and conduct qualities of the culprit (Muller, 2000). It ought to be noticed that a casualty profile without anyone else won't get a lawbreaker or comprehend a wrongdoing. In any case, the profile will assume a major job in helping the police in their examinations. A casualty profile may not be precise in recommending with sureness the genuine culprit of a wrongdoing. In any case, it extraordinarily helps the police by giving the correct bearing in wrongdoing examination. For example, when the police have not discovered any leads in a wrongdoing, a casualty profile can demonstrate conceivably significant by proposing accommodating insights which the police may have neglected. As indicated by Muller (2000), there are a few violations where casualty profiling may not be important. Be that as it may, it is entirely reasonable in violations where the obscure guilty party deserts indications of psychopathology or in circumstances where the wrongdoing scene delineates some type of ceremonial or rough nature. There are a few methodologies of casualty profiling, for example, geographic profiling, wrongdoing scene examination, insightful brain science and demonstrative assessment. Analytic assessment fundamentally depends on clinical judgment. Wrongdoing scene examination approach is the most famous method of casualty profiling and was created by the Behavioral Science Unit of the American Federal Bureau of Investigation (FBI). Wrongdoing scene examination approach depends on deductive thinking, instinctive reasoning and example distinguishing proof done by experienced specialists. Then again, insightful brain research depends on behaviorism. It depends on the crucial rule that the way wherein a wrongdoing is submitted can outline the conduct qualities of the guilty party (Young, 2006). Geographic profiling approach accentuates on the wrongdoing scene area in giving guilty parties data. The Problems of Victim Profiling Since casualty profiling can't be viewed solely as a science, discusses have been raised over its adequacy. There are different techniques for completing casualty profiling. Thus, fluctuated sentiments have developed over which approach is viewed as the best. A few people question the logical legitimacy of a guilty parties casualty profile since it is seen that it is tremendously founded on mystery. For example, in a homicide case, the way wherein a casualties body is left can mean different things which may not so much be the equivalent considering the numerous elements that may should be taken a gander at. Along these lines, if casualty profiling isn't done precisely, it can create wrong leads and lose examinations (Young, 2006). Over-speculations and generalizing can likewise affect on the viability of the casualty profiling procedure. For example, a cloud judgment might be utilized to reason that most guilty parties in assault cases are single men living with their folks. In any case, this may not really be the situation and can prompt making a bogus casualty profile if the guilty party ends up being a hitched man with his own family. The other issue that frustrates the validity of casualty profiling is absence of satisfactory information or deficient interpretive limit (Kocsis, 2007). These issues may miss the mark in giving a complete and far reaching recognizable proof of an obscure guilty party. This can be the situation considering the uniqueness of guilty parties factors, for example, the usual methodology. The legitimacy of casualty profiling has developed as a significant issue. As indicated by Kocsis (2007) the legitimacy of the procedure might be addressed since guilty parties data depends on episodic records. Regardless of the handiness of these records, they can't be unquestionably depended upon to affirm the legitimacy of casualty profiling. The greater part of these records are co-wrote by agents who may be driven by commonplace human mind of progress instead of disappointment (Kocsis, 2007). Subsequently, these narrative records may once in a while need target thinking which may influence the exactness of the procedure. A few people have censured the psycho-insightful procedures at present utilized in casualty profiling. These methods depend on instincts/senses which influences the logical legitimacy of casualty profiling. Another issue in casualty profiling that should be tended to is the nonattendance of guideline. Because of absence of guideline, a few problematic articulations might be made on the media by unpracticed or self-selected profilers (Kocsis, 2007). Because of absence of guideline, differences exist in the degree of aptitudes required from a profiler. Additionally, inconsistencies in the expertise levels may influence the general nature of the procedure. Absence of consistency is the other issue looked in casualty profiling. For example, the terminology utilized in portraying the procedure needs consistency. The procedure has been alluded to in numerous terms, for example, casualty profiling, criminal profiling, wrongdoer profiling, criminal character profiling and criminal mental profiling. The unwavering quality of information utilized in casualty profiling is a significant issue that influences its adequacy. The untrustworthy data depended upon may prompt errors consequently influencing the convenience of the procedures. The issue of inconsistent information influences the notoriety of the procedure among experts. A few evaluates have contended that casualty profiling depends on bogus typologies not upheld by experimental speculations. Because of issues related with its inconsistency, it can prompt off base profiles which may wreck examinations or may prompt biasness towards an off-base suspect. Proof of its Ineffectiveness The 2002 Beltway Serial Sniper Shootings that occurred in Eastern United States as a proof of over-speculations associated with casualty profiling. A few casualty profiles were made after the shootings. At the point when the suspects were later caught, it developed that the casualty profiles had little similitudes with the suspects. Another case of over-speculations in casualty profiling is the situation of Granny Killer which happened in Sydney, Australia in 1989(Kicses, 2007).The casualty profile distinguished the obscure executioner as a youthful male of African plunge. At the point when the guilty party was in the long run discovered, he ended up being an older Anglo-Saxon. Proof to outline absence of consistency can be seen in the few phrasings used to allude to the procedure. The procedure doesn't have a uniform pattern of characterizing a sequential homicide. As per Muller (2000) a few people group an individual who has slaughtered two individuals as a sequential killer. To other people, one needs to have executed up to four individuals to turn into a sequential homicide. In this way, a cut-off point is fundamental of recognizing whom to name as a sequential killer. Pinizzotto and Finkel (1990) completed an exploration to decide the precision of casualty profiles and the subjective contrasts among profilers in a progression of cases. The profilers included proficient profilers, clinicians, understudies and criminologists. As indicated by the discoveries, the precision of the diverse profilers differed relying upon the case explored. Profilers were seen as more exact than different gatherings in instances of sexual offense. Be that as it may, the p

How to Make Your Essay Writer Quick

<h1>How to Make Your Essay Writer Quick</h1><p>A incredible article author must be able to cause the peruser to move between various topics, have the option to sort out the subjects and segments and to give them appropriate presentation and end. Be that as it may, it isn't sufficient to simply compose an article. Your article should be cleaned and so as to assist you with accomplishing this objective, there are a few things that you have to do.</p><p></p><p>Be sure to check your style. You need to ensure that you utilize a very much characterized style that you and your schoolmates and partners will have the option to relate to. In any case, on the off chance that you will present your articles to an abstract diary or other comparable condition, you have to ensure that you will have the option to persuade the proofreader to distribute your essay.</p><p></p><p>Be prepared to change your style contingent upon the crowd. On the off chance that you are composing for the school paper, you can be increasingly explicit in your syntax and spellings and you will presumably be centered around the specific language that your crowd needs. The equivalent applies when you are composing for a paper for college. The fundamental structure of your paper will likely be the equivalent yet you will find that you can alter your style and get an alternate kind of reaction on account of it.</p><p></p><p>An plot is significant for an author. It tends to be exceptionally useful in sorting out your contemplations and thoughts with the goal that you will realize where to place them in the body of your exposition. Record the primary concerns you need to stress just as the other data that you need to remember for your paper. In the body of your paper, you can start to draw the narrative of your musings or thoughts. When you have a layout, you will have the option to see the subsequent stage as far as w riting.</p><p></p><p>Summarize. On the off chance that you need to make your exposition a lot shorter, it is fitting to utilize the word 'sum up' rather than 'end synopsis'. Summing up helps make your paper shorter yet on the off chance that you do it too rapidly, you will fall into difficulty when you attempt to add the outline to your essay.</p><p></p><p>Be innovative. Ensure you utilize an assortment of styles and words to make your article remarkable. You don't need to adhere to a solitary kind of composing. In some cases, it is acceptable to stir up styles with the goal that your paper gets intriguing and captivating.</p><p></p><p>Also, make certain to incorporate all the subtleties of your understudy's life. You have to take your perusers through their life, their encounters, their fantasies and wants. You may have explicit tales about every one of these regions to help you in your exposition. Likewise, at tempt to raise your understudies' issues and issues with the goal that you can make your paper more personal.</p><p></p><p>By following these tips, you will have the option to make your article author brisk. This will likewise permit you to compose a viable and elegantly composed article. With a little practice, you will have the option to make your composing significantly increasingly viable and focused.</p>

What Everybody Is Saying About Samples of Essay about the Incarceration Is Dead Wrong and Why

<h1> What Everybody Is Saying About Samples of Essay about the Incarceration Is Dead Wrong and Why </h1> <h2> Ruthless Samples of Essay about the Incarceration Strategies Exploited</h2> <p>The fundamental objective of detainment isn't getting change conduct. be that as it may, it is focused on profiting by the states subsidizing. In this way, an individual can say that discouragement methodology isn't exactly incredible. I feel that the equity procedure is uncalled for and discriminatory. Other than this, the criminal equity framework should attempt to recollect these negligible level guilty parties keep on being people. </p> <h2> Why Almost Everything You've Learned About Samples of Essay about the Incarceration Is Wrong </h2> <p>Staff is incredibly insignificant and of restricted second. The necessities to be a prison guard is to offer security and to authorize the standards, not to give to the disarray! Rather than providing an area where isolation is at any rate, penitentiaries all over America are taking care of posse savagery and race troubles. Jail Crowding Research Papers go into the manner in which the populaces increment has messed up penitentiaries like putting a wide range of detainees together and some more. </p> <p>In expansion to such prerequisites, installment of fines and compensation are, also, a condition of management. By the by, there are conditions when imprisonment is the sole alternative promptly accessible to the state. In this phase of the program, the wrongdoer must participate in all of the components of the home capture program, yet utilizing a continuous decreasing of limitations. The essential motivation behind why jail was viewed as a business and each individual is targeting setting up one is on the grounds that it expands the measure of penniless people in a spot and raises the chances of accepting government help (Clear, 2007). </p> <h2> Top Choices of Samples of Essay about the Incarceration</h2> <p>The War on Drugs is the vehicle by which phenomenal amounts of people of color are compelled into the enclosure. I have a ton of much obliged for individuals who have set their security on the line to control prisoners. In spite of specific costs, a few things should be offered in the penitentiaries. During the turn of the century, there's been a sharp increment in the amount of individuals set into the PC framework. </p> <h2>What You Must Know About Samples of Essay about the Incarceration </h2> <p>To begin composing your task you would need to experience an intriguing and promising point. You should be capable in the point, have a general thought regarding the picked issue and make sense of how to get the best contentions to show your proposal. The paper isn't the least complex undertaking to ace. The articles tackle a wide choice of points about jail life composed by the people who realize it best. </p> <h2> Definitions of Samples of Essay about the Incarceration</h2> <p>Until the United States government remembers it is an issue, we'll waste time inside this battle. Thus, despite the fact that it is comprehended they are electing to carry out this responsibility it doesn't adjust the straightforward certainty that the usa has the most extreme pace of mass detainment on earth. The approaches in the USA have had a major influence in raising the paces of detainment. The United States as a country ought to stop rewarding criminal arrangement for a ware. </p> <h2>The Pain of Samples of Essay about the Incarceration </h2> <p>The sole distinction is that it doesn't appear to be so bigot and the people are giving the hallucination that mass imprisonment is in reality ensuring them. It's accounted for that a huge piece of the intellectually sick people are situated in penitentiaries as opposed to people driving their normal lives u nreservedly in the general public. On the other side, youngster's age was decidedly connected with emotional wellness issues. It's exceptionally uncommon a detainee is separately solid and steady to deal with the real world. </p> <p>Everybody has a duty in stepping up and advertise wellbeing and prosperity since it will offer you a personal satisfaction. So as to understand the effect of wrongdoing and dysfunctional behavior, it is indispensable to first now the character of the lives in the jail. Consequently those who've been detained have zero any expectation of being discharged however the full network may have an alternative to carry on with an advantageous lifestyle and forestall imprisonment. There's almost no mindfulness about the connection between both. </p> <p>In another way, we're dooming individuals for the specific things we're doing now. It seems like we're snared on something. The exploration additionally takes a gander at the manner in which the idea of placing individuals into prison was made. Information is the main thing individuals think that its difficult to take from you. </p> <h2> The Good, the Bad and Samples of Essay about the Incarceration </h2> & lt;p>It is beyond the realm of imagination to expect to make speculations about such situations. Not cause them to feel like they are a lawbreaker. </p> <p>You will have better understanding of the manner in which the family structure was decimated as a result of detainment making isolation inside the African American race. There are presently such huge numbers of options in contrast to imprisonment that we should investigate and begin utilizing. The idea of detainment has gotten different reactions from the overall population. The lack of satisfactory treatment for them implies they are incredibly liable to continue substance misuse when they are finished serving their terms. </p> <h2>The Pain of Samples of Essay about the Incarceration </h2> <p>The guilty parties that are intellectually sick should be provided the consideration that will improve their ordinary working so as to fit in the specific condition with different wrongdoers. The solut ion for this racial imbalance isn't to imprison more whites, however lower utilizing jail for low-level medication wrongdoers and to support the entrance to substance misuse treatment. There are four boss motivations behind imprisonment in regard to the crooks which are in jail. Another troublesome wrongdoing to manage so far as condemning goes, is each time an individual is captured and that individual is intellectually sick. </p> <p>Some state this imprisonment increment is because of the crackdown on medicate clients. It's accordingly observed that parental detainment is what makes a few people to be considered as social pariahs. Negligible detainment doesn't quick people to reintegrate in the network. In addition, he isn't viable for changing the conduct of an individual who submitted an offense. </p>

CP14 Podcast with Donal Daly from Altify (TAS Group) about Sales Account Performance

CP14 Podcast with Donal Daly from Altify (TAS Group) about Sales Account Performance INTRODUCTIONMartin: Hi, today we are here with Donal Daly from Altify (previously, TAS Group). Hi Donal, who are you and what do you do?Donal: Hey Martin, nice to be here. Donal Daly, I’m the CEO of the TAS Group. We provide software applications that enables sales people to be more effective in their job every day.Martin: What did you do before you started this company?Donal: Well I never really had a proper job. I’ve always worked for myself. This is my fifth software company. So I’m a software guy and I’m a geek, and a nerd, and all those things. So that’s         what I do. I’ve been building I suppose software companies for the last 30 years. So that’s what I do.Martin: Cool. If you go back in time, how did you come up with the business idea of the TAS Group and how did your previous business or interest enable you to perform in that?Donal: So, I think that when I finished the last company that I had, I ended up doing some consulting work, as you do, helping peopl e with kind of where they were going with their marketing strategies and sales strategies. Given that I had kind of built a number of companies and a number of sales teams over the proceeding, gosh 20 years I guess I started looking at what people were doing to create more effective sales organizations. And I looked at the sales training industries, such as it was. There was not a lot of technology applied and there wasn’t a lot of sustained values delivered. It appeared to me that given that I had spent the previous 20 years in software. That maybe if you could take some of the smart, deep sales methodologies that existed and to make it available to sales people and sales managers to use and measure, then that kind of hypothesis might deliver more value than the traditional approach that was being applied.Martin: Donal, given that you’ve started and grown five businesses, what keeps you motivated?Donal: Gosh, I ask myself that question every day. No, I’m kidding. I think, itâ €™s my opinion, if you can find an important problem that lots of people share as urgent, that can make a big                 difference, then, at the end of the day, help people do their jobs better, I think that’s very gratifying. If you can kind of look at that and help your customers do whatever it is they are trying to do better, I think that’s something that gives a lot of its own return.Martin: How did you go about starting this company? So at what point in time did you talk to customers? At what point in time did you look on the product, talk to investors, etc.?Donal: So I was fortunate of having a number of folks who had started with me in the other companies, but in this case, it was another classic software startup. Boot strapped, took a kind of proposition around people that I knew and said: What do you think of this? Is this worthwhile? And in many cases, people said: Well, no. Because if it was, wouldn’t somebody have done it before? But I suppose we kind of hel d fast to the vision that we had. And we built an early software application. It might have been four or five of us at the time. TAS software startup, we built our deal maker application. And because we’ve been building kind of enterprise class cloud software for a long period of time before that, we knew how to do that.So we built it. And then we brought it to a few people in many ways, best market researchers trying to sell what you have. So we sold that to a few folks, and then we sold it to a few people who we didn’t know. So that kind of proved out well. That was kind of the first phase of the journey, you know testing the product, checking the product market fit, seeing whether it’ll deliver some value. And those were the early days, that went as well as we could have hoped.Martin: And how often do you currently have, well in the past, have doubts about some kind of key assumptions or so that are necessary for growing the business? And how did you manage those kind of si tuations of doubt?Donal: That’s a great question. I think sometimes, when we got into this space initially, I guess we felt that it was pretty obvious that people should take smart technology and apply it to deep knowledge in the space we’re in. In that kind of sales methodology sales training         space, we went, okay we’ll start doing this and over the next kind of short period of time, other folks who had played in this space who are trying to solve the same problems, they will probably do it as well.That was a long time coming. So for the first three, four years of our existence, there was nobody else doing this. People were saying, no technology doesn’t have a role to play. So we kind of questioned and wondered you know, why are we this sole activists in this area? So we kind of thought about that, but as we looked at it, looked at the value that our customers were getting and you’re going to wake up in the morning going: Do you really believe that this delivers v alue to the customer? And is the customer willing to invest in it? And that keeps you going.BUSINESS MODEL OF TAS GROUPMartin: Donal, let’s talk about the business model of the TAS Group and let’s start with looking at the customer segments. So what types of customers are you serving? So is it something of special industries or is it only the sales function, or is it only a sales function that has specific kind of properties?Donal: So I think there are two parts to that question. So we sell to, I’ll classify it more as the revenue team rather than the sales team. And by that, I mean of course the sales team, but also the supporting functions. Because marketing are involved and customer service could be involved and sales operations could be involved. So whoever is priority to the go-to-market model of the sales organization. And we are best suited companies who have a reasonably complex sales cycle. If you’re selling widgets, you have a seven days sales cycle, then we’re n ot the right solution. But if you’re selling a complex product that has maybe some IP involved, where the sales person can actually add some real value and can be a real differentiator, then that’s where we make a difference. And that applies in areas like high end professional services, high end manufacturing technology, telecom, those kind of areas. So it’s enterprise business to business, business that we’re in.Martin: How do you establish and nurture the customer relationship? What I mean by that is are you talking to the potential end users? Are you talking to the budget owners? Are you talking to the influences within a specific company that you want to sell your product to? How do you approach that?Donal: I think there are three kind of main personas that we solve problems for.So the sales user, I’d like to think that we wake up every day going, how do we make a life of the sales user better? And that means how do we accelerate their paths to revenue.Then we try and solve problems for the frontline sales manager. They have a tough job and they have lots of things to do. But at the end of the day, they are only measured by one thing which is the results that they achieve. But at the same time, they’re tasked with achieving metrics around sales presence productivity, forecast accuracy, corporate reporting, all those kind of things. So we try and solve that problem.And then the kind of executive sales leader who look at things from kind of a helicopter view, much higher. So they are interested in kind of key performance indicators in the business and how they can have a longer term use.So we spend a lot of time speaking to each of those personas. I just came back just this weekend from a customer advisory board event that we had in San Francisco, where we get kind of twelve of our customers in a room and we listen to the pain that they have. We share with them the vision of where we think we should go. We had a very collaborative conversation a bout how do we best invest our resources to maximize the long term return that they can get.Martin: Donal, you said before that for the first three years or so, you felt very alone in the market. So you were the only company offering this type of software solution for sales organizations. This sounds to me that other competitors entered the market. Another question, what is the unfair advantage that keeps you ahead of those competitors?Donal: Well I think what’s interesting about, in fairness to the people who I kind of looked at and said, why didn’t they come into the market? I was probably a bit slow in figuring out why they didn’t. But if I think about it, what we do today is a combination of two distinct disciplines:One is deep sales methodology.And the other is smart software.So the team that I had, had been building smart software for a long period of time. My first company was NAI. The team that we have built many cloud applications well before it was called cloud and a long the way, we acquired the TAS methodology business. So we ended up in this kind of unique situation where we had you know 25 years of methodology expertise and 25 years of smart software expertise.So as a consequence, when I thought about this a little harder and I figured out, okay, so the methodology people who are schooled on sales training and putting people in a classroom and going through those kind of either paper or fairly manual processes didn’t have the benefit of the decades of software experience. And the software people who knew how to build software didn’t have the methodology expertise. Now we were in the fortunate situation where we had both of those.And because the first company that we were involved in, the first company I started was NAI and expo systems. And we go, that’s a really cool way of taking knowledge and applying it in context to help your knowledge worker and in this case, that’s the sales person. So I think that’s the unfair advantage tha t we have right there.Martin: Okay, cool. How’s the pricing model working and how did you come up with the pricing structure?Donal: We’re a subscription software business. We very much believe in the subscription economy. We think it’s a long term contract that you enter into with your customer and you earn their trust every month, because they can turn you off.So we started life as a subscription software company, where everything that we do is focused around the software that we provide which has the kind of embedded knowledge therein. And of course we also provide the appropriate consulting and kind of learning and training services to make the customer successful. Fundamentally, subscription software business with appropriate services to support the customer.ADVICE FROM DONAL DALYMartin: Donal, if you look back over the last 30 years or so, where you started and grow those five businesses, what type of learnings can you identify that you think is very applicable to other p eople starting their first company?Donal: I dont know. I guess you’re never as smart as you think you are. And there’s a lot to be learned from other people. I think that if you take care of your employees first, they will take care of your customers. I don’t subscribe to the notion that it’s the job of the CEO to look after the shareholder value. I think it’s the job of the CEO to look after the employee value, who looks after the customer value, which has a consequence to deliver shareholder value. And I think that’s something that’s very sustaining and that people can do.I think that if the people in your company have a vision of where you’re going as a business, have a sense of purpose for what they’re doing everyday in their job, if you actually care about the outcome for the customer, again I think that’s a very sustainable thing that you can do. But as an entrepreneur, as someone who’s thinking about starting a business, I’ll often say to people, so yo u should think really hard about why you want to do it. Because it’s much easier to start than stop. And it’s much easier to come up with a smart idea than it is to deliver a total execution and stay with it when things are tough. So I think real belief in what you do and in the value of what you do I think is really important.Martin: I like the concept of this employee value. How do you measure and optimize this employee value?Donal: People talk about us sometimes as you know we’re a little bit of an Italian family. Now I’m Irish. But people, Italian families, so people don’t leave. The company is ten years old, and we have a substantial number of people in the company who have been working with us for ten years.And so the tenure of our employees is really high. I remember having a board advisor conversation maybe three years ago. A new board advisor and he was saying, things will revert to the norm. You will move to the normal attrition rates, you will move to the normal turnover insurance rates. I don’t think so. I know, and it took a couple of years. Later he goes, you know what? You might be right. And as it turned out just before that happened, or between the two conversations we’ve had, one of our guys had left. And I said to him, actually you know what, one of our guys had left. And just yesterday he called and said: Can I come back?Because if there is a true culture of mutual respect across all the employees, then it’s a place where people want to come to and people want to stay. And we think that’s really important.Martin: And are you only trying to let’s say clean up this kind of culture when you’re hiring people or are you also taking some measures once people are there that you are strengthening this type of culture?Donal: Yes, so it’s a bit like, we tend to say to people and I’m conscious of the fact that I’m in a recorded entity so I want to not swear. And this is a no BS environment. You know there’s no room for BS . There’s no room for disrespect in your colleagues. There’s no room for any of those things. And it kind of self governs at this point because everyone understands that we don’t do that kind of thing here. I believe in self governs.SALES ACCOUNT PLANNING FROM DONAL DALYMartin: Cool, Donal, you’ve wrote a nice book about account planning. Let’s dive in about             this. What I would love to know is, how do you get a sales team more productive?Donal: I often say that if we can think about this for a second that the impact on a customer of a bad buying decision is typically greater than the impact on a sales person of a lost deal, right. So if someone buys the wrong CRM or they buy the wrong bit of machinery for their plant or they do those kind of things, typically the impact on the customer of making that bad decision is typically greater than the impact of the sales person who might lose a deal. And people think about that and actually take it to heart, what happen s is they start to think about the impact on their customer. So when they start to do that, then they adopt the buyer perspective, and they think about the things that the buyer actually cares about. And as a consequence, it becomes much more of a valued conversation than it does as a cost conversation.So what we’re trying to do is we’re trying to put some software in tools and processes and give people the right in their mindset tools, skill set to bring those pieces together to enable the sales person to actually understand what their buyer cares about, understanding the path to closing a deal is much shorter.Martin: I like this idea of really focusing on the customer value. But the question to me is how do you align this with short term orientation in terms of the sales incentive for sales people?Donal: So I don’t believe in short term orientation. I believe that at best, you can have spotty success; at worst, you can have disenfranchised customers; and a satisfied customer is your best marketing machine.So if a sales person cannot honestly say, if I was a customer I would buy from me, if you know what I mean. Then their win rate will be lower. Their average deal cites will be lower. Their sales cycle will be longer and it takes just a few examples of actually you know what? I thought a lot from the customers point of view. And at the end of the day, they didn’t push me on price, they understood the value that I delivered. And instead of having to discount by 20%, I actually had to sell a few more deals.So it takes a bit of sustained messaging if you like but also good examples and role models. So I don’t think there’s a professional sales person out there who is at the top of their profession, who doesn’t get the fact that looking after the customer actually shortens the sales cycle and actually gets better revenue.Martin: What are the best practices for sales account planning?Donal: There are really two reasons why you lose a deal. One is yo u shouldn’t have been there. Two is you were out sold. So with respect to account planning, it means that I like to kind of think about account as a market place. So in other words, I’m selling into you know galactic corporation under hood, right. And there’s a lot of places within vast accounts that I can sell my solutions and maybe there’s a number of different solutions I can apply. So if I think about where in that business I can best add value with solution A or solution B, and disqualify and defocus from the other areas, then I end up delivering more value to my customer, and getting to a place where this is what I call the kind of mutual value equation. It’s of most value to you and most value to me. Then that’s the place where account planning works.Martin: So this was the first question, right. So am I at the right place in the company?Donal: Totally, yes.Martin: What was the second?Donal: I guess the second question is, okay one of the… as we kind of think th rough account planning practice generally just to give you a fuller answer. One is I do need to research my market. I need to think about what’s going on in their customer. Understand what their goals are, what business pressures they are under, what initiatives or projects that might have underway. And as I do that across a larger account like that, then what I need to do is I need to segment my market into the different areas of what we call A, B, C, D kind of segments. And that said my A’s are where I can deliver most value to you and I get most value from. Once I do that, I can work through, what we call a kind of the white space in an account. White spaces are areas where there’s an intersection between maybe divisions in the larger account and products or solutions that we sell.When I do that exercise, what should happen is, I should come up with a large number of what we call potential opportunities. Potential areas where I can add value and deals that I can sell and I should come up with more than I can handle. At which point what I would then suggest is using a similar process to your segmentation, but this time add opportunity level and try and figure out which of these opportunities that I should focus on next.Once I do that, I need to look at them and think about: Okay, that’s kind of my planning process, but now if I want to execute against that process, I need to determine what objectives I’m trying to achieve, what strategies I want to employ to achieve those objectives. And what specific timed actions I’m going to undertake to make it happen.So that’s kind of account planning you know in a nutshell from a research through segmentation, through some white space analysis, a bit of prioritization on the opportunities, but then get into the actual execution. And what we found is when people can do that as an account team and kind of collaborate on it, in our case with the cloud application on a team, then their velocity or delivering success to their customer and revenue of the company are accelerated.Martin: And what questions do you ask yourself if you are talking to somebody in the company and you want to really identify whether you are currently at the right place or at the wrong place, so you don’t waste time talking to a person who will never buy from you?Donal: Yes, I think it’s kind of a broad question because it is very context dependent. So I was going through that, simply I’d go okay, so here is what I understand. I understand that you have a business problem. Now I’d like to understand what you think the cause of that problem is. And based on my experience of dealing with people like you in several industries, I should be able to suggest to you what those cases might be, if youre not familiar with them all. Once I understand the problem and the cause of the problem, the next thing I want to understand is from your perspective, what you think the impact is. So what’s the impact on you? And t hen you come and figure out who else is impacted?And again because in this situation, I would probably have worked with other customers that are similar in similar industries or with similar problems. I should be able to kind of prompt and suggest and think about, well maybe you’re impacted this way or that way. So maybe these other people are impacted.And once I understand the problem, the cause and the impact, then it’s a point for me to say: Okay Martin, so you have a magic wand, now we understand this, what would you like to have next? And what’s your ideal solution? If there are no barriers, no constraints, what’s your ideal solution? And then that helps me to understand whether we’re aligned in terms of what we think can happen. And I could understand whether the value is like that. And look to, in your case whether you’re applying the resources that you need to do it your end, whether there what we call compelling event there’s a time in which you need to act b efore something happens, those kind of things.Martin: Okay.Donal: If that’s helpful.Martin: Definitely. What types of trends do you see in sales organizations? And what type of happenings do you expect over the next five to ten years?Donal: So some of the trends I see are kind of worrying. I see areas where people are fixated on statistics that they see in the market. I see people are fixated by, this is kind of what I referred to as access of evil right now which is, people were talking about there are some general trends in the market. People say that buyers are 57% or 60% through their buying decision before they contact the supplier. And the other one that worries me is people say, predictive analytics can solve all sales problems. I think both of those are fundamentally flawed, but they have some value at the core. And particularly in business to business sales, I’m seeing people, I suppose in some cases, buying into those myths without thinking it through for their busines s. In both cases, in those two examples, the stats are true but the stats are based on averages, and businesses across the different spectrum. So I get concerned about some of that and sometimes it requires a bit more critical thought than people are applying.Martin: So if those are the two problems, what’s the solution then?Donal: The solution is to enable kind of critical thinking by trying to surface with people knowledge in context of what they’re doing. Because people look at data, people tend to think about, I’ve got a lot of data, I can run some reports, I can do some predictive analytics. I can do some prescription perhaps and the solution in that case is to take a little bit of time thinking about what we will call descriptive analytics, which is what’s the actual data that matters.There’s like three percent of the world’s data has been analyzed, of which people think one percent is useful. So thinking about what data matters. In the sales world it really comes down to a couple of things. One, the number of qualified deals that you’re working. What’s your win rate? And by win rate, I don’t necessarily mean you win three out of four, so that’s 75%. Because people don’t often think about the different values of those deals. So think about the number of qualified deals, an informed view of your win rate. Thinking about your average deal value and your sales cycle, because at the core, they are the only four things that impact the revenue that you do. So thinking about everything that you do to focus on those four levers, are the things that we think can impact it.Martin: So this would mean basically once you’ve identified the let’s say four key metrics that are driving the revenue and sales, then you can apply some predictive analytics, for example for improving one of those metrics by looking at the data?Donal: Yes, I think you can little bit with the data. But there’s a factor that people don’t often bring into it, you kno w, is that there is a fifth factor to those four, and that’s the sales person.Martin: Yes, right.Donal: And sales person A can be very different than sales person B. So we would try to encourage critical thought as you look into those factors. And think about okay, in many cases, it’s similar if you’re dealing in high volume transaction oriented business, I think it’s very similar and you can use a lot of that kind of stuff. But if you’re in high value B2B sales that is measured in hundreds of thousands of dollars, and millions of dollars, then it’s hard to find a sample that is appropriately homogeneous to predict accurately.Martin: It’s true. Okay, thank you so much for your insights, Donal.Donal: Thank you very much for taking the time.Martin: Sure.Donal: Thanks, Martin, bye bye.THANKS FOR LISTENING! Welcome to the 14th episode of our podcast!You can download the podcast to your computer or listen to it here on the blog. Click here to subscribe in iTunes. INTRODUCTIONMartin: Hi, today we are here with Donal Daly from Altify (previously, TAS Group). Hi Donal, who are you and what do you do?Donal: Hey Martin, nice to be here. Donal Daly, I’m the CEO of the TAS Group. We provide software applications that enables sales people to be more effective in their job every day.Martin: What did you do before you started this company?Donal: Well I never really had a proper job. I’ve always worked for myself. This is my fifth software company. So I’m a software guy and I’m a geek, and a nerd, and all those things. So that’s         what I do. I’ve been building I suppose software companies for the last 30 years. So that’s what I do.Martin: Cool. If you go back in time, how did you come up with the business idea of the TAS Group and how did your previous business or interest enable you to perform in that?Donal: So, I think that when I finished the last company that I had, I ended up doing some consulting work, as you do, helping peopl e with kind of where they were going with their marketing strategies and sales strategies. Given that I had kind of built a number of companies and a number of sales teams over the proceeding, gosh 20 years I guess I started looking at what people were doing to create more effective sales organizations. And I looked at the sales training industries, such as it was. There was not a lot of technology applied and there wasn’t a lot of sustained values delivered. It appeared to me that given that I had spent the previous 20 years in software. That maybe if you could take some of the smart, deep sales methodologies that existed and to make it available to sales people and sales managers to use and measure, then that kind of hypothesis might deliver more value than the traditional approach that was being applied.Martin: Donal, given that you’ve started and grown five businesses, what keeps you motivated?Donal: Gosh, I ask myself that question every day. No, I’m kidding. I think, itâ €™s my opinion, if you can find an important problem that lots of people share as urgent, that can make a big                 difference, then, at the end of the day, help people do their jobs better, I think that’s very gratifying. If you can kind of look at that and help your customers do whatever it is they are trying to do better, I think that’s something that gives a lot of its own return.Martin: How did you go about starting this company? So at what point in time did you talk to customers? At what point in time did you look on the product, talk to investors, etc.?Donal: So I was fortunate of having a number of folks who had started with me in the other companies, but in this case, it was another classic software startup. Boot strapped, took a kind of proposition around people that I knew and said: What do you think of this? Is this worthwhile? And in many cases, people said: Well, no. Because if it was, wouldn’t somebody have done it before? But I suppose we kind of hel d fast to the vision that we had. And we built an early software application. It might have been four or five of us at the time. TAS software startup, we built our deal maker application. And because we’ve been building kind of enterprise class cloud software for a long period of time before that, we knew how to do that.So we built it. And then we brought it to a few people in many ways, best market researchers trying to sell what you have. So we sold that to a few folks, and then we sold it to a few people who we didn’t know. So that kind of proved out well. That was kind of the first phase of the journey, you know testing the product, checking the product market fit, seeing whether it’ll deliver some value. And those were the early days, that went as well as we could have hoped.Martin: And how often do you currently have, well in the past, have doubts about some kind of key assumptions or so that are necessary for growing the business? And how did you manage those kind of si tuations of doubt?Donal: That’s a great question. I think sometimes, when we got into this space initially, I guess we felt that it was pretty obvious that people should take smart technology and apply it to deep knowledge in the space we’re in. In that kind of sales methodology sales training         space, we went, okay we’ll start doing this and over the next kind of short period of time, other folks who had played in this space who are trying to solve the same problems, they will probably do it as well.That was a long time coming. So for the first three, four years of our existence, there was nobody else doing this. People were saying, no technology doesn’t have a role to play. So we kind of questioned and wondered you know, why are we this sole activists in this area? So we kind of thought about that, but as we looked at it, looked at the value that our customers were getting and you’re going to wake up in the morning going: Do you really believe that this delivers v alue to the customer? And is the customer willing to invest in it? And that keeps you going.BUSINESS MODEL OF TAS GROUPMartin: Donal, let’s talk about the business model of the TAS Group and let’s start with looking at the customer segments. So what types of customers are you serving? So is it something of special industries or is it only the sales function, or is it only a sales function that has specific kind of properties?Donal: So I think there are two parts to that question. So we sell to, I’ll classify it more as the revenue team rather than the sales team. And by that, I mean of course the sales team, but also the supporting functions. Because marketing are involved and customer service could be involved and sales operations could be involved. So whoever is priority to the go-to-market model of the sales organization. And we are best suited companies who have a reasonably complex sales cycle. If you’re selling widgets, you have a seven days sales cycle, then we’re n ot the right solution. But if you’re selling a complex product that has maybe some IP involved, where the sales person can actually add some real value and can be a real differentiator, then that’s where we make a difference. And that applies in areas like high end professional services, high end manufacturing technology, telecom, those kind of areas. So it’s enterprise business to business, business that we’re in.Martin: How do you establish and nurture the customer relationship? What I mean by that is are you talking to the potential end users? Are you talking to the budget owners? Are you talking to the influences within a specific company that you want to sell your product to? How do you approach that?Donal: I think there are three kind of main personas that we solve problems for.So the sales user, I’d like to think that we wake up every day going, how do we make a life of the sales user better? And that means how do we accelerate their paths to revenue.Then we try and solve problems for the frontline sales manager. They have a tough job and they have lots of things to do. But at the end of the day, they are only measured by one thing which is the results that they achieve. But at the same time, they’re tasked with achieving metrics around sales presence productivity, forecast accuracy, corporate reporting, all those kind of things. So we try and solve that problem.And then the kind of executive sales leader who look at things from kind of a helicopter view, much higher. So they are interested in kind of key performance indicators in the business and how they can have a longer term use.So we spend a lot of time speaking to each of those personas. I just came back just this weekend from a customer advisory board event that we had in San Francisco, where we get kind of twelve of our customers in a room and we listen to the pain that they have. We share with them the vision of where we think we should go. We had a very collaborative conversation a bout how do we best invest our resources to maximize the long term return that they can get.Martin: Donal, you said before that for the first three years or so, you felt very alone in the market. So you were the only company offering this type of software solution for sales organizations. This sounds to me that other competitors entered the market. Another question, what is the unfair advantage that keeps you ahead of those competitors?Donal: Well I think what’s interesting about, in fairness to the people who I kind of looked at and said, why didn’t they come into the market? I was probably a bit slow in figuring out why they didn’t. But if I think about it, what we do today is a combination of two distinct disciplines:One is deep sales methodology.And the other is smart software.So the team that I had, had been building smart software for a long period of time. My first company was NAI. The team that we have built many cloud applications well before it was called cloud and a long the way, we acquired the TAS methodology business. So we ended up in this kind of unique situation where we had you know 25 years of methodology expertise and 25 years of smart software expertise.So as a consequence, when I thought about this a little harder and I figured out, okay, so the methodology people who are schooled on sales training and putting people in a classroom and going through those kind of either paper or fairly manual processes didn’t have the benefit of the decades of software experience. And the software people who knew how to build software didn’t have the methodology expertise. Now we were in the fortunate situation where we had both of those.And because the first company that we were involved in, the first company I started was NAI and expo systems. And we go, that’s a really cool way of taking knowledge and applying it in context to help your knowledge worker and in this case, that’s the sales person. So I think that’s the unfair advantage tha t we have right there.Martin: Okay, cool. How’s the pricing model working and how did you come up with the pricing structure?Donal: We’re a subscription software business. We very much believe in the subscription economy. We think it’s a long term contract that you enter into with your customer and you earn their trust every month, because they can turn you off.So we started life as a subscription software company, where everything that we do is focused around the software that we provide which has the kind of embedded knowledge therein. And of course we also provide the appropriate consulting and kind of learning and training services to make the customer successful. Fundamentally, subscription software business with appropriate services to support the customer.ADVICE FROM DONAL DALYMartin: Donal, if you look back over the last 30 years or so, where you started and grow those five businesses, what type of learnings can you identify that you think is very applicable to other p eople starting their first company?Donal: I dont know. I guess you’re never as smart as you think you are. And there’s a lot to be learned from other people. I think that if you take care of your employees first, they will take care of your customers. I don’t subscribe to the notion that it’s the job of the CEO to look after the shareholder value. I think it’s the job of the CEO to look after the employee value, who looks after the customer value, which has a consequence to deliver shareholder value. And I think that’s something that’s very sustaining and that people can do.I think that if the people in your company have a vision of where you’re going as a business, have a sense of purpose for what they’re doing everyday in their job, if you actually care about the outcome for the customer, again I think that’s a very sustainable thing that you can do. But as an entrepreneur, as someone who’s thinking about starting a business, I’ll often say to people, so yo u should think really hard about why you want to do it. Because it’s much easier to start than stop. And it’s much easier to come up with a smart idea than it is to deliver a total execution and stay with it when things are tough. So I think real belief in what you do and in the value of what you do I think is really important.Martin: I like the concept of this employee value. How do you measure and optimize this employee value?Donal: People talk about us sometimes as you know we’re a little bit of an Italian family. Now I’m Irish. But people, Italian families, so people don’t leave. The company is ten years old, and we have a substantial number of people in the company who have been working with us for ten years.And so the tenure of our employees is really high. I remember having a board advisor conversation maybe three years ago. A new board advisor and he was saying, things will revert to the norm. You will move to the normal attrition rates, you will move to the normal turnover insurance rates. I don’t think so. I know, and it took a couple of years. Later he goes, you know what? You might be right. And as it turned out just before that happened, or between the two conversations we’ve had, one of our guys had left. And I said to him, actually you know what, one of our guys had left. And just yesterday he called and said: Can I come back?Because if there is a true culture of mutual respect across all the employees, then it’s a place where people want to come to and people want to stay. And we think that’s really important.Martin: And are you only trying to let’s say clean up this kind of culture when you’re hiring people or are you also taking some measures once people are there that you are strengthening this type of culture?Donal: Yes, so it’s a bit like, we tend to say to people and I’m conscious of the fact that I’m in a recorded entity so I want to not swear. And this is a no BS environment. You know there’s no room for BS . There’s no room for disrespect in your colleagues. There’s no room for any of those things. And it kind of self governs at this point because everyone understands that we don’t do that kind of thing here. I believe in self governs.SALES ACCOUNT PLANNING FROM DONAL DALYMartin: Cool, Donal, you’ve wrote a nice book about account planning. Let’s dive in about             this. What I would love to know is, how do you get a sales team more productive?Donal: I often say that if we can think about this for a second that the impact on a customer of a bad buying decision is typically greater than the impact on a sales person of a lost deal, right. So if someone buys the wrong CRM or they buy the wrong bit of machinery for their plant or they do those kind of things, typically the impact on the customer of making that bad decision is typically greater than the impact of the sales person who might lose a deal. And people think about that and actually take it to heart, what happen s is they start to think about the impact on their customer. So when they start to do that, then they adopt the buyer perspective, and they think about the things that the buyer actually cares about. And as a consequence, it becomes much more of a valued conversation than it does as a cost conversation.So what we’re trying to do is we’re trying to put some software in tools and processes and give people the right in their mindset tools, skill set to bring those pieces together to enable the sales person to actually understand what their buyer cares about, understanding the path to closing a deal is much shorter.Martin: I like this idea of really focusing on the customer value. But the question to me is how do you align this with short term orientation in terms of the sales incentive for sales people?Donal: So I don’t believe in short term orientation. I believe that at best, you can have spotty success; at worst, you can have disenfranchised customers; and a satisfied customer is your best marketing machine.So if a sales person cannot honestly say, if I was a customer I would buy from me, if you know what I mean. Then their win rate will be lower. Their average deal cites will be lower. Their sales cycle will be longer and it takes just a few examples of actually you know what? I thought a lot from the customers point of view. And at the end of the day, they didn’t push me on price, they understood the value that I delivered. And instead of having to discount by 20%, I actually had to sell a few more deals.So it takes a bit of sustained messaging if you like but also good examples and role models. So I don’t think there’s a professional sales person out there who is at the top of their profession, who doesn’t get the fact that looking after the customer actually shortens the sales cycle and actually gets better revenue.Martin: What are the best practices for sales account planning?Donal: There are really two reasons why you lose a deal. One is yo u shouldn’t have been there. Two is you were out sold. So with respect to account planning, it means that I like to kind of think about account as a market place. So in other words, I’m selling into you know galactic corporation under hood, right. And there’s a lot of places within vast accounts that I can sell my solutions and maybe there’s a number of different solutions I can apply. So if I think about where in that business I can best add value with solution A or solution B, and disqualify and defocus from the other areas, then I end up delivering more value to my customer, and getting to a place where this is what I call the kind of mutual value equation. It’s of most value to you and most value to me. Then that’s the place where account planning works.Martin: So this was the first question, right. So am I at the right place in the company?Donal: Totally, yes.Martin: What was the second?Donal: I guess the second question is, okay one of the… as we kind of think th rough account planning practice generally just to give you a fuller answer. One is I do need to research my market. I need to think about what’s going on in their customer. Understand what their goals are, what business pressures they are under, what initiatives or projects that might have underway. And as I do that across a larger account like that, then what I need to do is I need to segment my market into the different areas of what we call A, B, C, D kind of segments. And that said my A’s are where I can deliver most value to you and I get most value from. Once I do that, I can work through, what we call a kind of the white space in an account. White spaces are areas where there’s an intersection between maybe divisions in the larger account and products or solutions that we sell.When I do that exercise, what should happen is, I should come up with a large number of what we call potential opportunities. Potential areas where I can add value and deals that I can sell and I should come up with more than I can handle. At which point what I would then suggest is using a similar process to your segmentation, but this time add opportunity level and try and figure out which of these opportunities that I should focus on next.Once I do that, I need to look at them and think about: Okay, that’s kind of my planning process, but now if I want to execute against that process, I need to determine what objectives I’m trying to achieve, what strategies I want to employ to achieve those objectives. And what specific timed actions I’m going to undertake to make it happen.So that’s kind of account planning you know in a nutshell from a research through segmentation, through some white space analysis, a bit of prioritization on the opportunities, but then get into the actual execution. And what we found is when people can do that as an account team and kind of collaborate on it, in our case with the cloud application on a team, then their velocity or delivering success to their customer and revenue of the company are accelerated.Martin: And what questions do you ask yourself if you are talking to somebody in the company and you want to really identify whether you are currently at the right place or at the wrong place, so you don’t waste time talking to a person who will never buy from you?Donal: Yes, I think it’s kind of a broad question because it is very context dependent. So I was going through that, simply I’d go okay, so here is what I understand. I understand that you have a business problem. Now I’d like to understand what you think the cause of that problem is. And based on my experience of dealing with people like you in several industries, I should be able to suggest to you what those cases might be, if youre not familiar with them all. Once I understand the problem and the cause of the problem, the next thing I want to understand is from your perspective, what you think the impact is. So what’s the impact on you? And t hen you come and figure out who else is impacted?And again because in this situation, I would probably have worked with other customers that are similar in similar industries or with similar problems. I should be able to kind of prompt and suggest and think about, well maybe you’re impacted this way or that way. So maybe these other people are impacted.And once I understand the problem, the cause and the impact, then it’s a point for me to say: Okay Martin, so you have a magic wand, now we understand this, what would you like to have next? And what’s your ideal solution? If there are no barriers, no constraints, what’s your ideal solution? And then that helps me to understand whether we’re aligned in terms of what we think can happen. And I could understand whether the value is like that. And look to, in your case whether you’re applying the resources that you need to do it your end, whether there what we call compelling event there’s a time in which you need to act b efore something happens, those kind of things.Martin: Okay.Donal: If that’s helpful.Martin: Definitely. What types of trends do you see in sales organizations? And what type of happenings do you expect over the next five to ten years?Donal: So some of the trends I see are kind of worrying. I see areas where people are fixated on statistics that they see in the market. I see people are fixated by, this is kind of what I referred to as access of evil right now which is, people were talking about there are some general trends in the market. People say that buyers are 57% or 60% through their buying decision before they contact the supplier. And the other one that worries me is people say, predictive analytics can solve all sales problems. I think both of those are fundamentally flawed, but they have some value at the core. And particularly in business to business sales, I’m seeing people, I suppose in some cases, buying into those myths without thinking it through for their busines s. In both cases, in those two examples, the stats are true but the stats are based on averages, and businesses across the different spectrum. So I get concerned about some of that and sometimes it requires a bit more critical thought than people are applying.Martin: So if those are the two problems, what’s the solution then?Donal: The solution is to enable kind of critical thinking by trying to surface with people knowledge in context of what they’re doing. Because people look at data, people tend to think about, I’ve got a lot of data, I can run some reports, I can do some predictive analytics. I can do some prescription perhaps and the solution in that case is to take a little bit of time thinking about what we will call descriptive analytics, which is what’s the actual data that matters.There’s like three percent of the world’s data has been analyzed, of which people think one percent is useful. So thinking about what data matters. In the sales world it really comes down to a couple of things. One, the number of qualified deals that you’re working. What’s your win rate? And by win rate, I don’t necessarily mean you win three out of four, so that’s 75%. Because people don’t often think about the different values of those deals. So think about the number of qualified deals, an informed view of your win rate. Thinking about your average deal value and your sales cycle, because at the core, they are the only four things that impact the revenue that you do. So thinking about everything that you do to focus on those four levers, are the things that we think can impact it.Martin: So this would mean basically once you’ve identified the let’s say four key metrics that are driving the revenue and sales, then you can apply some predictive analytics, for example for improving one of those metrics by looking at the data?Donal: Yes, I think you can little bit with the data. But there’s a factor that people don’t often bring into it, you kno w, is that there is a fifth factor to those four, and that’s the sales person.Martin: Yes, right.Donal: And sales person A can be very different than sales person B. So we would try to encourage critical thought as you look into those factors. And think about okay, in many cases, it’s similar if you’re dealing in high volume transaction oriented business, I think it’s very similar and you can use a lot of that kind of stuff. But if you’re in high value B2B sales that is measured in hundreds of thousands of dollars, and millions of dollars, then it’s hard to find a sample that is appropriately homogeneous to predict accurately.Martin: It’s true. Okay, thank you so much for your insights, Donal.Donal: Thank you very much for taking the time.Martin: Sure.Donal: Thanks, Martin, bye bye.THANKS FOR LISTENING!Thanks so much for joining our 14th podcast episode!Have some feedback you’d like to share?  Leave  a note in the comment section below! If you enjoyed this episode, p lease  share  it using the social media buttons you see at the bottom of the post.Also,  please leave an honest review for The Cleverism Podcast on iTunes or on SoundCloud. Ratings and reviews  are  extremely  helpful  and greatly appreciated! They do matter in the rankings of the show, and we read each and every one of them.Special thanks  to Donal for joining me this week. Until  next time!

Essay Topics About Normal Things in Life

<h1>Essay Topics About Normal Things in Life</h1><p>College exposition points about typical things in life are ideal for understudies who have a characteristic ability for composing. There are some simple to compose school article subjects about ordinary things that incorporate famous people, cooking, sports, get-aways, and so on. In any case, it's significant to discover great school paper themes to build your odds of being granted the degree you want.</p><p></p><p>An article will gain you credit for a task in the event that you can discover exposition points about typical things. It doesn't make a difference what you choose to compose on the theme. Regardless of whether it's something as minor as preparing a supper, it will in any case mean focuses. A few instances of points could be:</p><p></p><p>Of course the themes you decide for your article ought to be identified with the subject you're concentrating in school, yet you can think about different things also. An excursion is probably the least demanding approaches to communicate your emotions on a particular topic.</p><p></p><p>Essay themes about typical things additionally go with a particular scholarly or degree you might be seeking after. For instance, in the event that you are seeking after an advanced degree, it would be the best plan to expound on something genuine and functional. In case you're wanting to take your brain research studies to the following level, go for themes that identify with your future career.</p><p></p><p>Some tips on composing papers about typical things in life incorporate having appropriate language and an away from of the subject you're expounding on. Beside that, you additionally need to guarantee the subject of your article would in any case be viewed as suitable by the individual reviewing your exposition. Besides, you need to recall not to overstate any data on the off chance that you are expounding on an individual topic.</p><p></p><p>Use the data you accumulated from discussions and different sources to furnish you with direct information on how individuals' sentiments influence their lifestyle. You need to hold up under as a top priority, there's nobody who can be called a specialist on each point out there. Truth be told, there's nothing of the sort as specialists on each theme out there!</p><p></p><p>Make sure the point you will expound on would be fascinating and that you would be able to catch up on it later. The exposition ought to be founded on strong research and examination. At the point when you have a solid thought regarding the theme, it will be simpler for you to expound on it.</p><p></p><p>College article subjects about ordinary things are the way to getting into graduate school. It doesn't make a difference what theme you pick, simply ensure that th e subject of your exposition is constantly applicable to the point you're researching.</p>

How Can I Write About Myself - What a Cool Question to Ask Yourself

<h1>How Can I Write About Myself - What a Cool Question to Ask Yourself</h1><p>You hear the inquiry, 'How might I expound on myself?' over again when composing articles. The response to this inquiry is normally a straightforward one, however the way that individuals continue asking it shows how significant the inquiry is.</p><p></p><p>The thing to acknowledge is that the explanation behind the inquiry, 'How might I expound on myself', is that there are numerous scholars who never move beyond the absolute first section. The explanation they can't move beyond the main section is on the grounds that they compose for the peruser. They regularly compose for themselves and have no information on what the peruser wants.</p><p></p><p>What you need from your peruser, is the thing that the essayist needs from the peruser. The essayist's main responsibility is to make content for your perusers. The peruser's main responsibility i s to react with an action.</p><p></p><p>For model, an individual that peruses an article on 'get ten feet taller' ought to be inquired as to whether they do any of these things: on the off chance that they have ten feet tall of their own, or on the off chance that they are searching for tallness? The individual that reacts with an activity has carried out their responsibility. Thusly, the author has made a reaction, which is a bit of content.</p><p></p><p>What is more, if the reaction to the activity has been some type of activity, the essayist is getting important data from the peruser. By having the option to guide the peruser to make some type of move, the essayist will have made a success win circumstance. In any event, the author will be viewed as a specialist in their field. Best case scenario, the essayist will be viewed as a leader.</p><p></p><p>In reality, in the event that you are composing for other p eople, you ought to be urging them to make a move also. That is on the grounds that the more the peruser makes a move, the more substance you will make. At the same time, the peruser is learning significant data. When you get them to make some move, you will turn out to be more credible.</p><p></p><p>To sum up, the main motivation behind why 'How might I expound on myself' is such a hotly debated issue is on the grounds that individuals are continually asking it. This is an incredible open door for an author to have the option to guide the peruser and urge them to make some type of move. Making quality substance is imperative to any essayist, however there is one key segment to making great substance that must be present.</p><p></p><p>The peruser must feel like they are needed. They should be amped up for the data that you are giving them. On the off chance that they are really amped up for the substance, they will react with activity and this is the way in to a substance rich article.</p>