Linchpin Labs

Check out the key summary of the latest and emerging topic on sales called ´Sense Making´ .  this is summary of the talk / podcast between Brent Adamson (Distinguished Vice President at Sales Practice - Gartner and Victor Antonio (Sales Trainer and Consultant)  For more details, check out the publication by Gartner titled How Challenger Sales Organizations Make Sense of Sense Making   Dig deeper to find the meaning. Only when you go deep inside the water, you will find beautiful corals.  Key summary Help customer to identify signal and clear noise.  Too much information out there in market. Help customer Reconcile conflicting information.  No.1 depressant of big deals is - customer confidence . this is not lack of confidence in sales, vendor or brand, product/service.  this is the lack of confidence among themselves to make a decisive decision in the face of so much uncertainty  How can you help customers make big disruptive decisions without havi...

This is the summary of the book titled 'Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers' published by Geoffrey Moore  (Silicon Valley Technology consultant) .  This is a legendary and proven framework that emerged during the early 1990's.  Key summary Technology adoption in any of the community is based on their psychological and social profile. High tech innovation and marketing expertise are the 2 cornerstones of U.S. strategy for global competitiveness. High degree of unity required at different teams while chasm crossing. Many of the AR, VR, Holograms, MOOCS not gained mainstream attraction because of poor marketing. Sometimes, a less successful product is often arguably superior with its feature to feature comparison. Technology enthusiasts influence corporate buying decisions. Every company has them. You cannot ignore the tech. guy! Pragmatists buy the whole product based on its benefit, even if the core product is inferior. E.g....

This is the summary of the book titled 'Doing Agile Right - Transformation without Chaos' published by Harvard Business Review Press 2020. The authors include Darrell Rigby, Sarah Elk, and Steve Berez who are the Partners at Bain & Company, Inc.  This captures the essence of a roller coaster ride for every organization undergoing Agile. The ideas in the book are not only just applicable to enterprise IT and also to the Business side of it. The book not only provides ideas, but also stimulates thinking and creates an urge.  It does not stop by covering just one aspect like Innovation, but also encompasses different angles such as budgeting (i liked most), funding, reviewing, customer loyalty and obsession, functional silos and bureaucracy and GOLDEN MEAN. 

Here are some key insights and stats from the Gartner CIO Agenda 2021 - Rebuild the Future webinar . Access the session deck here  . This is based on the survey with CIOs in different industry verticals across all regions.   n = 1877 CIOs in 74 countries with $ 4.7 Trillion in revenue and $85 Billion in IT spend.  Gartner classifies, survey respondents in 3 categories such as Top, Typical and Trailling based on 3 parameters mentioned below; and their rating on 0 - 5 scales ( Trailling-0,1   Typical-2,3,  4,5-Top ) Digital Maturity  Business Performance  Pandemic Response  Top = 303 ; Typical = 1373 and Trailling = 201 performers.  Summary Overall Global IT spend is expected to increase by 2% in 2021. However, this is the lowest in the last 5 years (2017 - 2.2%, 2018 - 3.0%, 2019 - 2.9%, 2020 - 2.8% and 2021 - 2.0% increase) Digital business has been maturing steadily; and Covid-19 accelerated the organization's digital efforts in the five s...