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Hoffeld brings back the concept of ‘Antifragile, pioneered by Nassim Nicolas Taleb. (Representational image: Oc Gonzalez via Unsplash) Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success by David Hoffeld is by no means the first book about the impact of neuroscience, social psychology and behavioural economics on sales. There have been many; Why we buy by Paco Underhill, Buyology by Martin Lindstorm or even one of the earliest books that spoke of selling as a science and not an art- Spin Selling by Neil Rickham in 1988. Hoffeld’s 2016 book, The Science of Selling, also belongs to the same genre. What he does in his latest book, however, is to talk about the ‘practice’ required to benefit from the science - with specific exercises that the reader can actually attempt and learn from. Liberally dotted with research and anecdotes, the book is written in a part-workbook, part-conversational style. Here’s what I found interesting: 1. … [Read more...] about Storyboard18 | Bookstrapping: ‘Selling’ isn’t just for salespeople

Share to Twitter Share to Linkedin On May 6, 2022 I was awarded an honorary Doctorate of Fine Arts from Pennsylvania College of Art and Design. Following that I was invited to give the commencement address. What follows is my address edited for clarity. President Molla, trustees, faculty, staff, students, graduates or soon to be alumni and their families, thank you very much for this distinct honor and the opportunity to address you here today. I make my living as a keynote speaker. I travel all over the world, addressing audiences about the changing nature of work, but this is my first commencement address. To prepare for this, I listened to all the commencement addresses out there that I could find on YouTube. I then reflected on my own graduations and commencement addresses. I asked everybody I ran into for the past two months what they remember most about their commencement address. They had one thing in common. No one remembered their … [Read more...] about The Class Of 2022 is The Future of Work

Representative image Bullish on the growth potential of India's office market, TATA Realty and Infrastructure MD and CEO Sanjay Dutt said the total leasing of office space across major seven cities is expected to rise to more than 30 million square feet in 2022 compared to 26 million square feet in 2021 on better demand from corporates. In an interview with PTI, Dutt highlighted that hiring at a large scale is already happening with many sectors bouncing back after the adverse impact of the Covid-19 pandemic. "Commercial activities have gone up already with a sharp fall in Covid cases. 'Return to office' will increase going forward. Early signs indicate that the total net leasing of office space in 2022 across seven major cities will cross last year's number," he said. The total net absorption of office space will cross 30 million square feet in 2022 as against 26 million square feet in the previous year. "Hiring on a large scale basis is happening already. Many sectors … [Read more...] about Return to office, large scale hiring to drive office space demand in 2022: TATA Realty

Share to Twitter Share to Linkedin Besides prank calls , my college roommate Dave’s greatest passion is looking for bad writing in the Yale Daily News . As America’s Oldest College Daily is the reigning champion of non sequitur conclusions, it’s not an onerous search; the worst (or best) part of YDN articles is usually the last sentence. Here are some recent winners: April 29 article on eugenics in Yale curricula . Last sentence: “The Yale School of Public Health is located on 60 College St.” April 29 report on delay in payment of Yale summer stipend : “The Yale Center for International and Professional Experience is located at 55 Whitney Ave.” November 15, 2021 report on scandal and lawsuit at Yale Law School : “The Yale Law School is located at 127 Wall St.” Don’t fret, because YDN ’s formula for ending articles extends from where all the way to when: April 29 article on rally by Students Unite Now (SUN) group : “SUN was … [Read more...] about Colleges Should Become Full-Stack Writing Institutions

Share to Twitter Share to Linkedin Technologists loves democracy. As an over-arching trend, we can say that IT product owners (be they individual software developers, wider teams or entire communities) want their technology services, applications and physical or virtual devices to become so widely adopted and ubiquitously deployed that they reach a level where they need to be democratized. The democratic process in these scenarios is not centered around ballot papers and votes (although it is in a cerebral and slightly neural sense, because ‘the next Twitter’ is only ever created through public perception leading to mass-market adoption), this is democracy in the sense of open to all, inclusive ease-of-use and freedom of access. In the modern era of computing – and let’s make that roughly the post-millennial web-centric cloud-native mobile-enriched age that typifies the last quarter-century - we have seen smartphone access, application usage and now even a … [Read more...] about ThoughtSpot Aims To Build The Democratic ‘Modern’ Data Stack

Share to Twitter Share to Linkedin There are many people out there with dreams of entrepreneurship. They likely have several business ideas, and they may even be able to develop clear visions for what those businesses will eventually look like. However, when it comes to turning those ideas into reality, they’re not sure where to begin or what steps to take to get there. If you’re an aspiring entrepreneur who falls into this category, there are a few different paths you can take to get started. Below, seven members of Young Entrepreneur Council share their thoughts on the steps you should take to turn your idea into a fully realized business and how those steps will help your new business get up and running successfully. 1. Test Your Idea I would probably create a simple website with my product or service featured on it and then use Google or Facebook to drive traffic to my website and try to "sell" my non-existent product or service. Of course, the … [Read more...] about Seven Steps To Turn Your Business Idea Into A Reality

The plights of the traditional unorganised and informal co-living sector are plenty Mark Twain once famously said: “Buy land, they’re not making it anymore.” Real estate is one of our most scarce resources. As per IBEF’s Real Estate Report (November 2020), the real estate sector in India is expected to reach US $ 1 trillion by 2030. By 2025, it will contribute 13 percent to the country’s GDP. The residential segment contributes nearly 80 percent of the real estate sector and the demand concentrated in metro cities constantly outmatches supply since India’s urban housing pyramid is a skewed one with the largest proportion of the population being under-served due to issues of affordability. The metro cities in India have witnessed rapid growth in-migration, which has put considerable pressure on the existing rental housing set-up which itself was not historically designed in order to cater to the demand. With more millennials entering the workforce and contributing towards a … [Read more...] about Future of co-living in India after COVID-19: 3 crucial factors

Share to Twitter Share to Linkedin You accepted a job offer, started a new position, and want to shine. People formulate opinions within the first few moments of meeting and speaking with you. Right from the start, you want to shape the perceptions of how your manager, executives and coworkers think of you. The goal is to come across as a smart, motivated, driven team player who can get the job done. It's also critical to position yourself as a fast-track star, while also being humble and respectful to others. Here’s how you can accomplish it. The First Thing You Need To Do On your first day in the new job, ask for a meeting with your immediate manager. Depending upon the workstyle, the request could be for an in-person or virtual conversation. Start the talk by thanking her for giving you the opportunity to work here. Restate all the reasons why you wanted the role and why your skills are a perfect fit. Make it clear that you are a team player … [Read more...] about Start Your First Week Of A New Job Like A Boss

Share to Twitter Share to Linkedin If you are networking company, a cloud network, or a content delivery network (CDN), you are probably watching Cloudflare very carefully. The rapid expansion of the company’s business model shows how fast traditional networking and technology functions are being subsumed into the cloud. In a recent earnings release, the company completed another solid quarter of growth driving its stock price back toward new highs. Revenue in the three months ended in March rose 51%, year over year, to $138.1 million. The company is almost at the breakeven line on profits, as it continues to invest in new growth. The company’s network is located in 200+ cities and it has more than four million free and paying customers. From 2018 through 2020, it had a compound annual growth rate (CAGR) of 50%, reaching $431 million in revenue in 2020. This should serve as a vision, or a warning, for what is to come. Cloudflare has taken the CDN model, … [Read more...] about Cloudflare’s Manic Growth Hints at The Future of Cloud Networks

Share to Twitter Share to Linkedin Woman looking into the mirror. Getty Images Caught your attention, didn’t I? Would you like to know who I’m going to introduce to you? Just have a look in the mirror. Turning on the front camera of your phone will work, too. In a world where the next distraction is only a screen away, it’s often already challenging enough to focus on one task for a certain amount of time. Therefore, between work, friends, family and all the side hustles, you get distracted from the person with whom you’ll spend the rest of your life with – yourself! To get in touch with yourself again, I highly recommend taking yourself on a date. This could happen in your home, in a cozy bar or café, or maybe even at a park. Whatever the setting, light your favorite candle, order your favorite drink, open those fancy Belgian truffles and off you go. First dates can be stressful, and sometimes you don’t know what to talk … [Read more...] about Let Me Introduce You To A Remarkable Person