In my last post I referred to Michael Schrage’s comment that the 2×2 matrix rated along with PowerPoint as the two most popular business tools. I don’t rate them equal—PowerPoint does not have the same depth as the 2×2 in the power to unravel problems—it is more a set of tools to get a more effective portrayal of an idea or message. In an effort to learn more, I went over to Wikipedia to check on PowerPoint. This led to a digression that is worth blogging about.

Wikipedia says that PowerPoint is a ubiquitous presentation program. I guess we all knew that, and the reason it is ubiquitous is because of Microsoft’s marketing clout. It goes on to say that PowerPoint “is among the most prevalent forms of persuasion technology.” That last term caught my interest—I’ve heard of information technology, change technology, but this is the first I’ve heard of persuasion technology. I ploughed on:

“Persuasion technology is technology that can be used for presenting or promoting a point-of-view. Any technology designed and deployed for those purposes can be considered a persuasion technology. Such aids are regularly used in sales, diplomacy, politics, religion, military training, cult recruiting and management, and may potentially be used in any area of human interaction.”

Wow, look at what heads up the list—sales! Click on sales and you get this:

“Sales, or the activity of selling, forms an integral part of commercial activity. It could be argued that it is the cornerstone of business as it is the meeting of buyers and sellers and all other areas of business has the goal of making that meeting successful. Mastering sales is considered by many as some sort of persuading ‘art.’ On the contrary, the methodological approach of selling refers to it as a systematic process of repetitive and measurable milestones, by which a salesperson relates his offering, enabling the buyer to visualize how to achieve his goal in an economic way.”

I need to say “wow” a second time. That definition of sales is right on. I try to emphasize the true meaning of sales in our OPM course. I use a slide that says “sales is the business of doing business.” One of our trainers asked to take it out. I let him do it—but on sober second thought, I won’t do that again.

There is so much to talk about just in this simple wander through Wikipedia (sales is a persuading “art”, wow number 3!!)

Must do this again.

In sales automation done right I make extensive use of one of my favorite business analytical tools, the 2×2 matrix. It’s a given that if a complex idea can be framed into two counter or opposing issues, the four quadrant result of a well-planned 2×2 matrix can throw a huge amount of understanding on a problem.

One of the most well known examples is Stephen Covey’s wonderful grid for managing personal resources. Covey says that tasks should be viewed from the two aspects of importance versus urgency. Some stuff that requires urgent attention may not in fact be important, and vice versa.

For instance, Covey categorizes personal recreation as something that is important to get done, but usually not urgent (you can wait four hours until you are out of the office before having a game of tennis). Conversely, he puts many intrusive telephone calls into the urgent, but not important category. According to the quadrant that people tend to focus on most, Covey can predict whether a person is heading for burnout, or is leading a well-paced, creative and crisis-free life. The simple four quadrant perspective allows Covey to disassemble troublesome conflicts that are potentially stressful in a busy business environment such as sales. Most will have read at least one of Stephen Covey’s books, but if you haven’t, a good place to start is with “First Things First”, which is excellent for salespeople who want to hone up their organizational skills.

If you need to know all there is to know about the 2×2 matrix you should look at this book: The Power of the 2 x 2 Matrix: Using 2×2 Thinking to Solve Business Problems and Make Better Decisions. It discusses scores of examples of the four quadrant model in a host of business environments. Well worth a read.

There is a review of the above book here by business thought leader Michael Schrage. Michael’s article is interesting because he considers the 2×2 and Microsoft PowerPoint as the two most popular business analytical tools. But he also points out that they are not always used effectively. A good 2×2 is difficult to construct (we’ll take a look at my attempts in future posts). But PowerPoint especially is often thrust at audiences by presenters who haven’t put too much thought into the slides. We’ll take a look at that in the next post.

CNN reported earlier that newspaper sales are generally down by 2% in the US, while online news viewing has increased by 8%. I definitely contribute to that increase. Living an ex-pat existence for most of the year, I appreciate, more than most, the ability to get news from my favorite dailies over the Internet. While the morning coffee is brewing, my T3 is syncing with AvantGo, and instead of six sections of the New York Times competing at the breakfast table for space with my cereal bowl, spoon in one hand and T3 in the other, I skim through their digital counterparts without the bother of advertising or clutter.

Following the Times, I skim through my collection of ten other news and technology sources, including the international edition of Time Magazine, where I can get a look at the week’s cover photo and a taste of the articles inside. I sate my information hunger with Quick News business and technical feeds, carry the dishes to the sink, and start my work day fully refreshed.

New York Times columnist Frank Rich confirmed, during his interview by Steven Colbert on May 9th, the seriousness of this trend when he said that PDAs spelled doom for the newsprint industry. I downloaded that episode of Comedy Central in Moscow, from iTunes to my PC (while I patiently wait for Apple to buy Palm and take the video iPod to its ultimate incarnation). I think PDAs (including “smart” phones) spell the same doom for book publishers, broadcast TV, music and video discs.

Before I became a voracious eBook reader, I ordered my bestsellers from Amazon, waited an average of three weeks for them to wind their way through the postal maze that stretches between California and Moscow, and paid a premium of 40% for the “pleasure.” Now, they are minutes away via eReader, Mobipocket and Fictionwise, at an average of 30% less than hardcover prices.

Most of you have broad consumer choices, as you are from cities full of shopping malls. For those of us living in the thousands of diasporas scattered around the planet, digital is our only choice. No matter what our native language or culture (or what language or culture we are studying), there are digital newspapers, libraries, music and video collections just a few keystrokes away. The Russians call it “mir tesen”—it’s a small world!

Personally, I don’t think that Sony will be any more successful with their new eBook reader than earlier failed platforms. I do think that the mobile device users of the world will increasingly read and watch on them simply because they can, but that those activities will always remain secondary. Primary will be real-time life management including phone calls, emails and instant messaging. Whatever will be, I’m smiling smugly now because I’m already there!

Jeffrey Barrie, Moscow, Russian Federation

Opportunity Portfolio Management (OPM) is the sales training course using the methods and ideas that are mostly (but not entirely) described in my first book, Sales Automation Done Right. Most of the analytical stuff from OPM is encapsulated in a range of mature SalesWays software products bearing the Sales Cycle Manager name.

Sales Automation Done Right has a chapter on new technologies that are having a huge impact on selling. The point that I tried to make here was that good sales methodology developed with technology in mind would fit all the diverse new technology tools that are springing up so quickly. Two important ones are mobile computing and subscription CRM. We’ll talk about mobile in a future entry, but right now, I’m pleased to say that Sales Cycle Manager is now available for Salesforce.com on their AppExchange platform.

On page 248 of SADR, I show the Sales Advisor Dashboard embedded in Salesforce.com. I must admit that we did this in 2003, before Salesforce.com had fully developed their AppExchange technology. We saw the potential here and literally hacked our stuff in. That experiment proved that the methodology fitted well within the Salesforce.com CRM framework.

But now AppExchange is here, and is a wonderful way for third party developers to make their material available to Salesforce.com users. The technology is solid, has the backing of Salesforce, and the marketing message to show what’s available—this should be a win-win situation for both Salesforce and their partner community.

I did an audio-visual presentation on the new AppExchange product, which you may be interested in seeing here.

Jeffrey Barrie was instrumental in getting me to finish writing “Sales Automation Done Right.” He has also spearheaded the effort of getting the book, our software, and the SalesWays web site translated into Russian, where he is leading a major initiative to promote SalesWays methodology in that country. His story is fascinating, and I’m posting a blog entry that he recently penned for the Palm Addicts web site that tells of how he and I originally connected over five years ago.

I am a consultant with dozens of potential clients at any given time, only a few of which get converted into paying customers. I am not a salesman, and need all the help I can get to “close” my opportunities. Several years ago, I surfed the Internet looking for Palm software that could help me manage my consulting opportunities. I searched PalmGear and Handango for hits on “CRM” and “sales automation,” came up with nine listings, and began downloading and testing them all out. The prices were all affordable, between $20 and $40, and they all seemed to have similar features.

One, in particular, caught my attention because it not only offered to actually become my personal sales assistant, guide me through the important stages of each deal, and give me advice on what to do and when to do it along the way – but to thoroughly educate me on the whys and wherefores. There was an entire system in place: a sales methodology specially adapted to personal computers (and PDAs!), a 300 page book explaining it in language I could relate my needs to, and Palm software (with a Windows client) to use at first as a learning aid, and then to manage my own sales opportunities.

I’m pretty aggressive, and tend to come on too strong to perspective clients. The book calmed me down by instructing me to set the average time it took, from the time I met a client to the time he or she made a decision, into the system as the “length of the sales cycle.” It then broke that down into three parts: 50% of the time to “probe” the perspective client for information on his or her needs, 40% to “prove” that my solution was the most appropriate, and 10% to “close” the deal. Then it told me to assign high, medium or low marks to three questions: “will it happen” (is the customer really serious), “will I get it” (will he or she do it with me) and “when will it happen” (what’s the client’s decision deadline). With just these four factors, the software was able to prioritize my opportunities, advise me how to handle them, and in what order. There were other bells and whistles, but these were the basics.

I was so intrigued by all of this that I began writing to Keith Thompson, the inventor of the methodology and author of the book, and eventually met with him in Toronto. At that time the book was only about three quarters finished and a “beta” down load from his website. I kept bugging him to get the book finished, and to publish it in Palm readable format so that I could carry it with me as an easy reference. He said he’d get the book finished, but if I wanted a Palm version I’d have to do it myself. I took him up on that, found Scribe in Philadelphia to do the digital conversion I was amazed at how much more useful the result was than a paper book, with extensive hotlinks to chapters, subjects and illustrations, and the ability to bookmark and make page notes while working in parallel with the Palm software. I chose MobiPocket to publish the eBook in universaly PDA/Blackberry/smart phone format, and the whole package was really complete.

Reference books in digital format, when extensive linkages are included, become amazingly more productive than books on paper. This is especially true for dictionaries and thesauruses. Now, when I read eBooks on my Palm and find an unfamiliar word, it’s a matter of a stylus tap to find its definition or more about it. I rarely went to the trouble of doing that in my paper book days.

The company is Salesways, the book is Sales Automation Done Right by Keith Thompson and the software is Sales Cycle Manager, available on both PalmGear and Handango. I’ve gotten so involved with all of this that I’ve had all of it translated into Russian – including the website!