Tuesday, August 28, 2012

Big Mini Data

We hear about big data all the time. How big data is changing everything. If you don’t know what big data is, follow this link and get up to speed. When we read reports on Big data, they are generally Really Big Data, like Facebook adding 500 Terabytes a day. Well even your SMB clients with far less data, growing at a far smaller rate, feel like they have big data, and they are right.

Big Data

So how are you helping your mini big data users? Have you upgraded their backup and recovery options? Have you looked at their storage requirements and is it sufficient? Have you looked at the software they use to report on their data? The database they use to store their data? This is your job you know… Knowing what they need so you can sell it to them.

You may have clients who started populating an MS Access database several years ago and they have never done any real maintenance on that database. Maybe you should migrate them to MS SQL or MySQL, something with a little better performance. Are they using built in reporting tools? Maybe you need to get them using a more powerful tool set for reporting.

To quote Wikipedia Big Data is a collection of data sets so large and complex that it becomes awkward to work with using on-hand database management tools. I think that is what I just pointed out above. So if your clients are using under powered tools to deal with larger databases, they have big data…for them.

Weak tools can break the system

Big data needs better tools and better planning. Planning for growth and performance. Better tools for working with and displaying the data. Don’t miss the big data boat with your clients, evaluate your clients data needs today.

Thursday, August 23, 2012

New Position Process

Wow, where have I been? Well starting a new position is time consuming. Maybe I should say it SHOULD be time consuming. If you expect to get up to speed in any new position by just putting in the “normal” amount of work hours, you are sadly mistaken. In the software sales industry, you have to expect to put in a lot of hours in a regular work week. When starting a new position in that industry, expect to add at least 25% more than the producers are putting in.

How Much Time?

I don’t know how this sounds to you, too much or too less, but it seems to be what works for me. Too many more hours than that and I start to lose my sharpness. Any fewer and I can’t do the daily load and learn the amount of information I need to to keep ramping up.

Again, I’m a technical sales resource, so I need to know all the nut’s and bolts. So how do I do it? Read, read a lot. It is amazing what you will learn if you read everything your company produces about your product. Marketing slicks, sales brochures, Web pages, technical manuals and release notes. Not just the most recent release notes, read them for at least a year back. This will help you find information that your competition uses against you based on old information, as well as helping existing customers know what they can gain if they upgrade.

You have to know what you need to know

While I’m reading, I’m watching. Watching others work. What do they say? What do they show? What do they make sure to point out? What are they sure to avoid? All of this is invaluable. Next, I talk to others about what I have read and seen. Coworkers, customers, prospects, anyone. Again, this will help refine what I know and how it is received and perceived.

The original "Like"

I have done technical demos for my Wife and Mom before. Why? If I can’t make them understand complex technical software, I need to simplify my presentation. I always start with simple demos when showing a new product. Tell a story, paint a picture where people can see themselves using the solution, get them to want more, and be ready to do that.

Sunday, August 5, 2012

Good Decision or Good Reaction

I have always wanted the people around me to be the type of people I can trust to make good decisions. I’m changing my mind. I now want to put my trust in people who can best deal with the aftermath of bad situations. Why the change? Well, let me explain.

Decisions Decisions...

First, everyone likes a winner. Everyone likes supporting winners. People, who make good decisions all the time, will be winners. So we like to support people who make good decisions. However, no one makes good decisions all the time. So if you are supporting someone who makes a bad decision, how do they react? How do you react?

Don't Freak out, Figure it out

It is possible to overreact, or become paralyzed, when someone who normally makes good decisions, makes a bad one. When things aren’t going your team’s way after a bad decision, it is possible to start playing the blame game. If members of your team do this, why, and what does it mean? To me, it shows that you are not a team, you are a group following a strong leader. When the leader stumbles, the group falls apart.

Stick together, but don't Sink together...

A team sticks together. But to be fair, so did the crew of the Titanic. So you have to do more than not blame each other when a bad decision puts you in a bad spot. You have to have someone in charge that can make the most happen out of that situation.

It isn’t if a bad decision is made, it is when. It isn’t if you have to scramble to make the most of a situation, it is when. So while I want to support someone who makes great decisions, I really want to support someone who doesn’t fall apart when it hits the fan.