Jimm Carroll “Futurist” on WHY ACCOUNT FOR EVERY BYTE?

June 29, 2012 in futurists

I recently found myself at 37,000 feet on a flight from San Francisco to Toronto, Skyping with my son who is at university. After a brief “can you hear me now” exchange, the call signal adjusted itself and the quality of the video call became crystal clear. Say goodbye to one of the last bastions of refuge from the interconnected world.

A typical day in the typical life of a typical cell phone customer!

Internet access on flights isn’t new; several carriers have featured the service for a number of years and I’ve been using the Internet “up in the air” for some time. What became evident to me on that recent flight, however, is the continuing improvement in the quality and speed of the connection. And that’s a trend for bandwidth overall, whether by satellite (as is the case on planes), cable/phone lines or wireless devices.

According to research firm IDC, Internet traffic will grow 32% per year from 2010 to 2015. We currently send about 46 terabits per second, and that should grow to more than 200 terabits per second by 2015. Cisco suggests total annual Internet traffic will grow to 966 exabytes by 2015.

Of course, such numbers can become meaningless without interpretation, so let’s just say we will be able to send the equivalent of a million four-drawer filing cabinets filled with 20 million pages — every second. Each year, we’ll send information equivalent to twice the number of words spoken by all humankind since the beginning of time. Whoa.

As our demands on the system grow, technologies behind the scenes will emerge to support huge transmissions of capacity. A recent IBM press release, for example, noted the company has developed “the first parallel optical transceiver to transfer one trillion bits — one terabit — of information per second, the equivalent of downloading 500 high-definition movies.”

Someday, we’ll have this type of bandwidth in our homes and on our mobile devices. Which brings me to accountants and wireless companies. Given the reality of these trends, why do wireless companies use a business model that deploys thousands of accountants at a cost of millions of dollars to track individual bits of information and charge customers every time they go over a usage cap? I seem to be in a perpetual state of war with my wireless/Internet service provider. Our family has four iPhones — and we spend a substantial sum of money to support our data-driven lifestyle as well as a high-speed Internet connection. Every time we make some small change that involves an incremental adjustment in bandwidth, the fee goes up.

The approach of these companies seems to be that in a world of continuous bandwidth growth, they should track each and every byte. Couldn’t they save a ton of money if they just offered a simple flat-fee service that recognizes the reality of our times? They’d eliminate a bunch of sophisticated IT systems, the staff who supports them, the marketing staff who dreams up complex campaigns that revolve around bit-tracking, and the support staff who has to clean up the mess after the inevitable showdown with the customer when things (usually) go wrong.

Here’s the conundrum in a nutshell: Internet usage and capacity will continue to grow at an exponential pace. But the industry that handles the flow of data sees tracking individual bits as a critical part of the business plan. I’d say this is one of those industries where you really question the value of the accounting mind-set, don’t you think?

Jim Carroll Speaker

Chip Bell on Curing Service Blindness

June 28, 2012 in Authors, Chip Bell

Learn more about Chip Bell

A man lived right by the railroad track.  For years, the train roared by his bedroom window at two-o’clock every morning.  He grew so accustomed to it that it never disturbed his sleep.  One night no train came through.  The usual train was taken out of circulation for maintenance and a substitute was unavailable.  At precisely 2 AM, the man lunged from a deep sleep and exclaimed, “What was that?!”

Customer service can be a lot like the man in the house beside the track.  We take it completely for granted.  We stop seeing the details of our customer’s experience; we cease standing in our customer’s shoes. Processes become a lot like wallpaper to a resident and we become afflicted with a type of blindness that keeps us from appreciating our customer’s world.  That is until something jolts us into suddenly noticing the unnoticeable.  An important customer leaves angry; a key account is lost to the competition, or a sneering review on the internet awakens us from our numbness.

Don’t wait until it is too late to take an empathy walk in your customer’s shoes.  Call your department, disguise your voice and request something out of the ordinary and watch what happens.  Get a friend to mystery shop your area and report on what she or he experiences.  Encourage those you serve to be brutally honest in their assessment of their experience.  Service blindness can stunt your growth and stymie your success.  Open your eyes and witness service through the lens of your customer.  Then, go to work improving what you have taken for granted!

Chip Bell’s most recent book Wired and Dengerous

Chip Bell Speaker

Vikram Mansharamani’s ‘Boombustology: Spotting Financial Bubbles Before They Burst

June 28, 2012 in Authors

Learn more about Vikram Mansharamani

Brenda Jubin

Vikram Mansharamani’s Boombustology: Spotting Financial Bubbles Before They Burst (Wiley, 2011) is based on a residential college seminar he gave at Yale. As such, it is structured to fit a 13 (or so)-week semester, with an introduction, 12 chapters, and a conclusion. It presupposes no knowledge of economics or the markets, but is directed at quick, foxlike learners. (No hedgehogs need apply.)

The book’s primary thesis is that it is only by adopting a multidisciplinary perspective that we can hope to understand boom-bust cycles. The reason is that financial booms and busts are mysteries, as opposed to puzzles. Unlike a puzzle, which (to use Malcolm Gladwell’s words) “grows simpler with the addition of each new piece of information … mysteries require judgment and the assessment of uncertainty.” In trying to understand boom and bust mysteries, “we need a framework for connecting the dots in a manner that helps extract insight from the tremendous amounts of information and data that are already available” (pg. 5).

The author describes five lenses through which to view and identify bubbles before they burst: Microeconomics, macroeconomics, psychology, politics, and biology.

The first offers a model that seeks an ad hoc reconciliation of the efficient market hypothesis with Soros’ doctrine of reflexivity. “Most of the time, efficiency logic works and deviations from equilibria tend to self-correct. However, there are instances in which reflexive dynamics are able to overcome the self-correcting force and creative self-fulfilling extremes” (pg. 22).

The second lens focuses on the impact of debt and deflation on asset markets and prices. The author gives a pedagogically brilliant account of the fates of three sets of homeowners — the Safe Smiths, the Optimistic Osbornes, and the Carefree Carrolls — in happy times and sad to illustrate the point that “the relationship between debt, collateral (i.e., down payment or equity amount), and asset prices has the potential to create a toxic cocktail that can greatly improve or deteriorate one’s financial condition quite rapidly” (pg. 30). He then attempts to combine the Austrian cycle, Minsky’s financial instability hypothesis, and debt-deflation theory into one theoretical construct, “with debt and its magnifying power as the primary drivers of the cycle” (pg. 42).

The third lens is psychology, primarily the findings of behavioral economics that unearth our consistently nonrational biases. Fourth, the author tackles the problem of distortions that occur as a result of government decisions regarding private property rights, price floors and ceilings (e.g., minimum wage and rent control), and tax policy (e.g., the mortgage-interest deduction). The fifth lens is in effect a bifocal biological lens, an epidemic lens and an emergence lens (as in swarm intelligence or uninformed consensus).

The author uses these five lenses in concert to demonstrate how observers might have been able to identify past bubbles before they burst. The bubbles in question are tulipomania, the Great Depression, the Japanese boom and bust, the Asian financial crisis, and the U.S. housing boom and bust.

One intriguing point, seen through the lens of macroeconomics, is that financial innovation was involved in each case. Consider the purchase of tulip bulbs in 17th century Holland:

Physical tulip bulbs could only be uprooted and exchanged between May and September. To accommodate the need for speculators to trade these bulbs throughout the year, contracts were developed and notarized for purchasers to commit to buying (and sellers to commit to selling) bulbs at an arranged price at the end of the growing season. Because these futures contracts did not require full payment, they effectively enabled purchasers to obtain economic and financial exposure to tulip prices with leverage (pg. 105).

But regulators went a step further, in effect converting futures contracts into option contracts and thereby creating “asymmetric reward for limited risk” (pg. 108). Apparently this regulatory change accounted for the massive surge in prices; when several months later the regulators opted to return to the futures-contract structure, the bust followed.

Mansharamani has developed a compelling set of analytical tools that seem to work well in retrospect. But will they have predictive power? The author is loath to go that far. Nevertheless, the book ends with an evaluation of a possible bubble in the Chinese economy.

Boombustology is an enjoyable, well-organized read. Critics might consider it superficial in places; it is certainly not on the level of This Time Is Different. But, with all due respect to Reinhart and Rogoff, I’d rather take an undergraduate course based on Mansharamani’s book.

original article: http://seekingalpha.com/article/255656-book-review-boombustology-spotting-financial-bubbles-before-they-burst

Vikram Mansharamani Speaker

Scott Klososky on B2C Strategy

June 27, 2012 in Technology in Business

Learn more about Scott Klososky

SCOTT KLOSOSKY
Technology Visionary and Thought Leader; One of the Internet’s Most Successful Entrepreneurs; Best-Selling Author; Sought after Speaker & Consultant

Social Technologies (Social Media, Social Networking and Social Relevance)

SocialTech is the hottest trend in technology at the moment. Leaders are trying to figure out how to harness this powerful new suite of tools. In this presentation, Scott gives a top to bottom tutorial on the best practices for implementing a SocialTech strategy with impact. It is important to note that this is not a session that teaches best practices for using LinkedIn or Facebook. This is a robust keynote backed by strong graphical explanations of why SocialTech matters, and how it is changing the sales process, customer service and marketing. Areas specifically covered are subjects like online reputation management, crowdsourcing, building rivers of knowledge, and becoming industry experts.

Scott Klososky Speaker

DAVID WEINBERGER One of the foremost interpreters of technology’s impact on business and society, Author of Too Big to Know: Rethinking Knowledge Now That the Facts Aren’t the Facts, Experts Are Everywhere

June 27, 2012 in Speakers for Business Groups, Technology in Business

Learn more about David Weinberger

David has been called a “marketing guru” by the Wall Street Journal, he is co-author of the influential bestseller The Cluetrain Manifesto (1999), and author of the critically acclaimed bookSmall Pieces Loosely Joined (2002), a highly original and accessible reflection on the human impact of the internet.

His latest book, Too Big to Know: Rethinking Knowledge Now That the Facts Aren’t the Facts, Experts Are Everywhere, and the Smartest People in the Room Is the Room, gets to the heart of what we need to know, and too often don’t, about how the network world’s flood of information is transforming business and society.

One of the connected economy’s most thought-provoking mavericks, Weinberger currently works as a strategic marketing consultant, working for, founding, and consulting with corporations of all sizes – from Fortune 500s to early-stage startups. He has been published in a variety of journals and newspapers, including Wired, Harvard Business Review, Salon, The New York Times, Smithsonian Magazine, and The Guardian.

Weinberger holds a Ph.D. in philosophy from the University of Toronto and taught philosophy for five years at New Jersey’s Stockton State College. Since 2004, he has been a fellow at Harvard University’s prestigious Berkman Center, gag writer for Woody Allen, NPR commentator (for “All Things Considered” and “Here and Now”), technology columnist (for KMWorld and Darwin Magazine), blogging pioneer, and dot-com entrepreneur. Most recently, he was accepted as a Fellow at Harvard’s Berkman Center for Internet and Society.

Speech Topics Include:

The War Against Customers: What Marketing Can – and Must – Learn from the New Connectedness

The fundamental fact of marketing is that you’re trying to get an unwilling customer to do something they don’t want to do. That’s why customers want to flee when they sense they’re being marketed to. But suppose waging war against our customers – “targeting” them via “strategies” and “tactics” – isn’t such a good idea? And suppose customers simply won’t stand for it anymore?

Traditional marketing views itself as a type of broadcast, wherein a single voice gets to send a message to a mass of people. But the Internet is the anti-broadcast medium: it’s not mass, it’s not one-way, and it’s not controlled by companies that can pay to send out a message. The Internet is, in fact, a conversation among your customers who are discovering that they are a far better source of information about products and services than the companies ever could be. This is the most fundamental shift in marketing since the creation of mass media. And it affects all marketing, on or off the Web.

In this keynote speech, the audience will learn how old marketing techniques actually alienate customers; the keys to engaging in the new customer conversations the market expects (and demands); and how to anticipate the most important change in customer dynamics and marketing since the invention of mass media 80 years ago.

The Information Revolution That Wasn’t and the One That Will Be: How the New Dimensions of Information Are Transforming Business… and Life

Remember how in the ’80s and then the ’90s we were all going to drown in information? The information tidal wave crashed all around us… but we barely got wet. But don’t relax too soon. The real change is already upon us.

We managed to survive the information tsunami by coming up with surprisingly good information management tools – who would have predicted Google would be so great? – and, frankly, ignoring much of the information that we’ve gathered.

It turns out that the quantity of the information hasn’t changed our businesses or our lives so much. But changes are on the way that will bring about deeper and more profound changes in the most fundamental dimensions of life and work:

• Place: Thanks to wireless networks, mobile devices that know where they are, and clever tools that figure out what spots documents are talking about, information about places will be available at those places. For the first time, the earth itself will no longer be speechless.
• Groups: As weblogs – online journals – become commonplace to the young generation, the line between private and public is being erased… including the line between company and customer.
• The Past: As digital photography becomes pervasive, and as sharing files among friends becomes the norm, personal memories will become communal.
• Truth: In order to manage vast quantities of information, we have to deal explicitly with information about information – tags, labels, categories – which can lead businesses to ignore the real roots of their value: the messy, personal relationships that are the source of all innovation and loyalty.

In this talk, Dr. Weinberger looks at these trends and others, painting a picture of the future that challenges business to change or be left behind. Audiences will walk away with a new understanding of the latest technology trends and their effect on business, as well as how to take advantage of these new technologies.

The Knowledge Management Oxymoron

Messiness Is a Virtue: Information Management in the Age of the Web

David Weinberger Speaker

Ruben Navarrette JR One of the 50 Top Latino Voices To Follow On Twitter

June 26, 2012 in Ruben Navarrette

Learn more about Ruben Navarrette JR

Original article in the Huffpo http://www.huffingtonpost.com/pablo-manriquez/to-50-latinos-on-twitter_b_1607533.html

Ruben Navarrette (syndicated columnist): Arguably the most-influential Latino syndicated columnist ever to write in English, Navarrette has been in the game for a long time. I’ve seem him described as “conservative”, “centrist” and “liberal” in his politics, which to me means he must be doing something right. Navarrette does not tweet much, but the impact of his commentary on discussion in the Latino media sphere is unrivaled by any columnist.

Ruben Navarrette JR Speaker

PAUL COLLIER One of the world’s leading experts on developing markets and financial opportunities within the poorest countries

June 26, 2012 in Authors

Learn more about Paul Collier

Director for the Centre of the Study of African Economies at Oxford University, Collier is currently Advisor to the Strategy and Policy Department of the IMF and advisor to the Africa Region of the World Bank, where he previously served as Director of the Development Research Group.

Collier is a particularly important speaker for businesses and organizations concerned with emerging markets, as he effectively demonstrates the value, and the virtue, in combining compassion with wise investment strategies.

Collier writes a monthly column for the Independent, and his commentary also appears regularly in the New York Times, the Financial Times, the Wall Street Journal, and the Washington Post. His bestselling book, The Bottom Billion, which has been compared to Jeffrey Sachs’s The End of Poverty and William Easterly’s The White Man’s Burden in its scope and impact, identifies the four traps that keep such countries mired in poverty, and outlines ways to help them escape. He is also the author of Wars, Guns and Votes: Democracy in Dangerous Places. His most recent book, entitled The Plundered Planet: How to reconcile prosperity with nature, was published in May of 2010.

Speech Topics Include:

Emerging markets

Wars, Guns and Votes: Democracy in Dangerous Places

The Plundered Planet: How to reconcile prosperity with nature

Paul effectively demonstrates the value, and the virtue, in combining compassion with wise investment strategies

World’s Leading Expert on Global Poverty Solutions

Paul Collier Speaker

Matthew Crawford Speaker / Philosopher / Author

June 25, 2012 in Authors

Learn More about Matthew Crawford the author of Shop Class as Soulcraft: An Inquiry into the Value of Work

Crawford’s New York Times best-selling book, Shop Class as Soulcraft: An Inquiry into the Value of Work, brings alive an experience that was once quite common, but now seems to be receding from society— the experience of making and fixing things with your hands. Those of us who sit in an office often feel a lack of connection to the material world, a sense of loss, and find it difficult to say exactly what we do all day. For anyone who felt hustled off to college, then to the cubicle, against their own inclinations and natural bents, Shop Class as Soulcraft seeks to restore the honour of the manual trades as a life worth choosing. For anyone who feels thwarted by their own material stuff, Crawford makes a case for reclaiming some measure of self-reliance.

Matthew Crawford Speaker

Steven Little on Sustainable Growth

June 22, 2012 in Growth Speakers

Learn more about Steven Little

The 7 Irrefutable Rules of Business Growth: 21st Century Strategies for Building Your Company

More than any other objective, businesses want to grow. In this, his most popular keynote, Steve investigates what it takes to grow your business both effectively and profitably. Through his personal experience as a growth expert (both as a growth consultant and as President of three fast growth companies) and studies of the Inc. 500 (America’s fastest growing privately held companies) Steve identifies those best practices of organizations that achieve sustained and profitable growth.

Steven Little Speaker

James Mapes on THE ART OF SELLING: LESSONS FROM THE CON

June 22, 2012 in James Mapes

Learn more about James Mapes

“I’m a con artist in that I’m an actor. I make people believe something

is real when they know perfectly well it isn’t.”

-John Lithgow, actor

Reader warning:  The article you are about to read contains some strange, odd and unsettling insights but, contained within this cautionary tale are a number of lessons.

I like to think of myself as an educated, well-traveled and fairly bright human being with a diverse background of experience and knowledge. Having been a student of the human mind for years, I am aware of how bias and beliefs influence our choices.  I know all the tricks of manipulation and persuasion.  I’ve studied and practiced Neuro-Linguistic Programming and I am proficient at clinical hypnosis.  I have a working knowledge of magic and have been mentored by some of the greatest magicians in the world.

I know about scams; my father was conned out of several thousand dollars.  He got a phone call that his grandson Josh was in jail somewhere in the United Kingdom. He was told that, by wiring money, he could secure his freedom.  He even spoke to an impersonator whom he believed to be Josh when, in fact, the grandson was just an hour away, safely ensconced in his own home.    “How was that possible?” I thought.  “It is certainly something that could never happen to worldly me.”


Less than a month ago, I received an e-mail with “speaking opportunity” in the subject line. This is nothing new; people have contacted me by e-mail many times asking about my availability as a speaker. What was interesting about this specific inquiry is that it was from a Bishop (what I now know to be a bogus “Bishop”), the presiding minister of an existing church in the United Kingdom. He wanted me to kick off the opening of their new auditorium and speak to a large audience consisting of community and young people from around the world. I was informed that a member of his congregation had heard me speak and, as head of a youth fellowship student outreach, had highly recommended me. They had visited my web site, watched the video clips and read my blogs. After asking for the “Bishop’s” phone number, I called him at the given number in the UK and we had a long conversation.

Although I passionately love presenting programs on the imagination and leadership, I always consider the consequences of traveling internationally. Travel used to be a joy but no longer is. And, there’s the jet-lag recovery factor to consider. Yet I decided it was worth it – both emotionally and financially. The chance to impact 600 young people from around the world spurred my passion.

I called the “Bishop” back and accepted the date. I informed him that, as is always part of an international contract, the fee would have to be prepaid and the business-class airline ticket and accommodation confirmation taken care of one week prior to my departure. He immediately sent me an e-mail verifying my hotel; the reservation was pre-paid. I also received a faxed contract and letter of agreement.

The next e-mail informed me that I would have to send them proof that I had a work permit and a visa and, if not, they could help me expedite the process. A friend of mine who offered to contact Gen. Colin Powell’s personal assistant was informed I neither needed a visa nor a work permit.

“No problem,” wrote the “Bishop”. “Just send the wiring instructions for your payment.” Being cautious, I set up a new bank account. Then the rules changed. They wanted to send a check which they guaranteed would clear before my departure.

I phoned my long-time travel agent, told him the story and, without hesitation he said, “Are you nuts?  Have you EVER heard of a church paying this kind of money for a speaker?”  Within the hour, he sent me a website to look at.  There were at least 50 testimonials from others who had fallen for the same scam with slightly different scenarios.  Then, my grandson suggested that what they really wanted was not access to my bank account, but all the information necessary to steal my identity.

Thousands of scams are pulled off every day, usually on the elderly and desperate.  Con artists are sociopaths. That means they don’t have empathy – one of the major elements in establishing relationships and selling.    They feel nothing but the need to satisfy their own desires without thought to the hurt their behavior causes.   They will take advantage of our weaknesses:  loneliness, insecurity, poor health or simple ignorance.

Yet this scam was different.  As I pondered this issue, I realized that these con artists are well versed in human nature, extremely clever and target our most vulnerable areas.

So, out of this potentially devastating experience, I reexamined the art of selling by examining how they almost conned me.

The idea of speaking to this specific group went to the core of my wanting to make a difference.  They TARGETED MY PASSION.  Secondly, they made me feel special, wanted and needed.  They TAPPED INTO MY EGO AND EMOTION.  Thirdly, they met my fee requirements and pushed the button of GREED.  They also put a deadline on my decision making, injecting a sense of urgency as well as the FEAR of not meeting their deadline and losing something.   Passion, Ego, Greed and Fear.

Scams work because we all can fall prey to wishful thinking and our deepest desires.  So, when presented with what appears to be the answer to our dreams, we don’t want to miss out.

Now, let’s flip this around to a positive.  By doing so, I will address what I call “ethical” selling.  By ethical selling I mean offering a product or service where both you and the customer win.  Ethical selling goes beyond being process-oriented or using manipulation techniques to secure a sale.  Ethical selling champions using compassion, caring and being of service.

Here are five selling strategies to help you help others to live an exceptional life:

1.) Believe absolutely in your product.  If you don’t believe in your product or service strongly and passionately, either get out of the business or find a product or service you do believe in.  Passion is a powerful force and people can instantly spot when you don’t have it.  Passion and belief go beyond words and resonates at the core of the subconscious.  We are built to respond to passion.  One of the five key leadership traits I teach in my program “True Leadership” is how to reignite passion for what you do.

2.) Ask what, ideally, the customer wants from the product or service.  Then LISTEN.  Listening shows respect. When others feel heard, they feel special and you begin to form the bond of all excellent communication – rapport.  When you listen more than you talk, you make others feel safe and taken care of.  Listening also touches us on a subconscious level.  One of the questions I ask my clients is, “If, by some miracle, your audience could walk away having learned and incorporate one lesson in to their lives, what would that lesson be?”

3.) Tell stories and frame them to make your customer feel that it is the right choice and the best product.  How is the product going to make his or her life better?  What is the value of your product?  Paint a picture with words.  Our brain is built to be moved by emotion-based stories.  Have an arsenal of stories to tell that support the value of your product or service.  That’s what I do when a potential client is interested in having me speak

4.) Be patient and never, ever play to someone’s’ fear.  Patience shows respect and allows people time to express their concern or fear. It gives you the opportunity to help someone see the value in your product or service.  This is of paramount importance when I work with my private coaching clients.   As much as I want them to learn what I have to teach, they must move at their speed, not mine.

5.) Give people more than they expect.  This holds true for both the sale and the follow-up.  We all like to feel that we have “won” by buying the product or service.  So, add something extra at the beginning and make sure you follow-up and give superior customer service.  I’m paid by the hour when I coach private clients and I always give them an extra 15 minutes free and one of my CD downloads as a gift.  After I complete a speaking engagement for clients, I always offer to write an article which supports the key points of my presentation.   The extra time I give is well worth it.

Ron Willingham, author of Integrity Selling wrote, “A salesperson’s ethics and values contribute more to sales success than do techniques or strategies.”

James Mapes Speaker