CARE can also serve as a framework to assist with conflict resolution. Connect Credibility + TrustYou’re the right person who can resolve their issue. Assess Listen, Understand, EmpathiseThe previously mentioned 5 Whys technique is an effective method for uncovering the root causes of their dissatisfaction, ensuring that you address the underlying issues rather than just …
The goals you set for your objectives are there to serve them. They’re the means, not the end; don’t overfocus on them. Google’s Chief Decision Scientist, Cassie Kozyrkov, shares a great example of the perils of putting your goals before your objectives in her Advanced Manual of Self-Improvement (Definitely worth a read, as it discusses …
Reassessing your Goals with STOP: Stop, Think, Organize, Plan Read More »
“What gets measured gets managed.” – Peter Drucker, management consultant and author There are 2 main category of metrics that you should pay attention to in sales: 1. Customer Metrics Conversion rate, sales cycle, customer acquisition cost (CAC), lifetime value (LTV), churn etc. Clarity on these metrics helps you with further improving your messaging and …
Collecting Sales Metrics & Measuring the Right Things Read More »
Connection matters more than anything, including a great product. If someone doesn’t like or trust you, they’ll never buy whatever you have to offer. In building connections, even though we like to think we aren’t shallow, we are quick to judge others. First impressions do matter. We begin to form impressions in less than 7 …
Connect (How to be authentically likable and build trust) Read More »
Although I was brought in by SwissEP as an EiR to support BizCare, I learned just as much from their CEO, Dr. Thang Dam Quang, as their team did from me. He was a great host and mentor during my stay. Here are some timeless lessons from my time with him in Hanoi. Let it …
After spending a month in Vietnam with SwissEP, here are some observations and ideas for improving startup support. Indexed for quick reference: Government A communist regime has its benefits. My biggest observable benefit from this trip is that if the government decides to support or invest into a specific sector/cause, it will greatly flourish because …
Observations and Lessons from Vietnam’s Blooming Economy and Business Support Ecosystem. Read More »
Before I go into the different ideas for differentiation, understand that differentiation is overrated – there are many copy-paste businesses that can thrive as long as the founder/owner is capable of good execution. That said, in a crowded landscape of competition, especially more so if you’re a hyperlocal business and are serving a saturated market. …
Competitive Differentiation, Distinction, and Defensibility Read More »
I’ve recently completed a 1-month mission with SwissEP to the beautiful city of Hanoi, Vietnam. Here are some general observations in Vietnam and Malaysia, but also found globally and not limited by racial definitions. Indexed for quick reference: Short-term Thinking Stop seeking quick fixes. They often only solve symptoms, but don’t address the root cause …
Asian Entrepreneurial Mindset & Cultural Differences Read More »
Prompted from some advice I read in another blog post on how to navigate sales negotiations: Advice 1: Using open and positive body language to “build rapport” Nod your head occasionally to acknowledge understanding, smile when appropriate, and lean slightly forward to show interest. These cues encourage the speaker to continue sharing. Instead: Yes, body …
Artificial Intelligence, or AI, is the new buzzword that is taking the technology world by storm. It seems like every company is touting its AI capabilities, and every new startup is using AI to disrupt traditional industries. But what exactly is AI, and why is it so much more important than some of the other …
