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The world of outsourcing technologies.

Is cold calling a waste of time?

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Is Cold Calling a Waste of Time?

According to the poster boy of cold calling is a waste of time Frank Rumbauskas – cold calling is a waste of time!

Do you agree?
I, however, have to disagree with the eminent Mr Rumbauskas, a person whom I do respect, although I don’t agree with everything Frank says.
Based on the effective use of ‘cold calling’ and the evidence to back it up, I’m convinced it’s a very valuable tool; ‘tool’ being the operative word. That’s all it is, a tool, not the sole method of lead generation nor is it suitable for every offering! Nor has it been supplanted by demand generation (HubSpot, Otify, Pardot etc.), pay per click, organic search or networking – I use all of these methods myself.
Now, anyone looking at my background and my use of social and digital media might shout “we have a traitor in our midst”, “grab your pitchforks ‘n torches”. Generating leads in the business to business (b2b) sales development process is not a philosophy, nor should it be; for want of a better phrase; nor should it be a ‘religious conviction’.
In the hands of a properly trained person with the right attitude (I’m unashamedly ‘blowing my own trumpet’ here) it can be both an effective and predicable method of generating new leads, testing your marketing message or testing a marketer’s ‘ideal prospect profile’. I argue that were the criteria, the message and the methodology are properly defined it is very, very effective in the b2b sales environment.
I’ll be coming back to this subject with ‘from the trenches’ stories in the future.

Until then ‘smile & dial’.

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Written by David Doyle

February 10, 2012 at 2:47 pm

Value for money and the ‘New Education Mini Industry’

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I don’t know how many of you have noticed the proliferation of training courses and the emergence of ‘experts’? Is this a phenomenon of the ‘post downturn’ age? Using my ‘bog man’ way of looking at the world, me thinks many of the new breed of ‘experts’ consists of the new unemployed, jumping from one ‘band wagon’ (frequently property / construction related)to the next ‘band wagon’ training, not to mention the Irish state’s bandwagon FAS!

It’s difficult to separate the ‘wheat from the chaff’ the bigger and the more expensive seminars don’t always translate as been the best. Many courses consist of stating the ‘bleeding obvious’ , delivered by people who’ve never actually done it in the real world or ‘car salesmen’ peddling the same drivel every time they’ve been asked to warm up the audience – does this sound familiar?

However they’re not all like that, I’ve been happy to find out that at least one trainer, who has a starting point of ‘let’s offer value for money first and use this to build new business next’. One such person is Mark Cahill (www.consultmark.ie) who I met for the first time when I attended one of his courses on ‘Social Media B2B Workshop’ in NUI Galway, Ireland. A ½ day course / workshop which offered, a strategy, a punchy up beat style, expert answers to every question and some great gems of wisdom to boot! All for the price of half nothing, which I can’t mention as I don’t want to put Mark in a corner here (check out http://tiny.cc/zs27u ).

The workshop was a true example of ‘outcome-based pricing’ as opposed to everyone else is getting away with charging €150 / €300 so why shouldn’t I?

Keep up the good work Mark.

I’d love to hear from others about their experiences of training courses?

* Cartoon used under licence from cartoonstock.com

Written by David Doyle

August 5, 2011 at 1:52 pm

‘Innovated in China’ not just ‘Made in China’ #1

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I don’t know how many of you have ever visited China or what your preconceived ideas are about the place? I’ve always had a passing fascination regarding China but been somewhat lazy, I’ve done little to formally educate myself about the country!

Yes, I’ve been there twice and I’m proud to represent Founder International in Europe but anything interesting about the People’s Republic I’ve tended to pick up from chatting with Chinese colleagues & friends, attending the odd lecture about the place and travelling by bullet train in China. I’ve mentioned this to set some sort of background to my thoughts… “A little knowledge is a dangerous thing” after all!

Anyway, strategising with my colleagues in China about how to basically win more business, I kept thinking to myself why don’t Chinese companies get a bigger slice of the global software development market? They’ve got the talent pool, the cost advantage and ‘quid pro quo’ the opportunity to partner up with a Chinese player, a not insignificant USP (unique selling point). Is it security? A business acquaintance of mine, M. M. Sathyanarayan (President of Global Development Consulting, Inc.) who is based in Silicon Valley once remarked to me “people in the Valley here have grave concerns about IPR leaking out if they were to outsource to China, as China has something of a reputation”. A fair point when it comes to ‘knock off’ handbags but is it true when it comes to software? Sure there are companies who have no ethical problem plagiarising someone else’s hard work but they tend to be small or medium sized organisations probably not the one you’d pick to outsource software development to in the first place. Perhaps it’s the issue concerning the language and cultural barrier? Here again I suggest this will turn out to be a ‘bottle of smoke’ (i.e. nothing in it) and it’s something very easy to test ahead of a full blown project. Perhaps it’s the time difference – so having someone work overnight or onshore / offshore 24 hour shifts is a disadvantage, not really in practice.

No I think it’s time! Or to put it another way, it takes time. A somewhat counterintuitive concept when it comes to technology but none the less a serious point – I think it takes time for people to realise that this is an opportunity, in fact it’s an opportunity for Europe to get in on the ground floor of ‘Innovated in China’.  But you better move fast, opportunities don’t have a habit of lasting forever. Move quickly before ‘Made in China’ becomes ‘Only Available in China’

In the next part (imaginatively called #2) I’ll look at how successfully or otherwise the city of Suzhou has capitalised on transnational corporations?

David Doyle is an independent sales agent representing China’s Founder International in Europe. David Doyle or his permitted assigns are not associated Global Development Consulting, Inc.

* Cartoon used under licence from cartoonstock.com

W: http://www.founderinternational.com/eng/  http://www.eusalesforce.com/

E: david@eusalesforce.com

Written by David Doyle

July 19, 2011 at 8:01 pm

Will the next ‘Steve Jobs’ come from China?

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*Please note this does not represent any ‘Steve Jobs’ or monkeys known to exist.

Question – Will the next Steve Jobs come from China?

I’m sure we’ve all heard the ‘infinite monkey theorem’ i.e. “A room full of monkeys hitting keys at random on a typewriter will eventually come up with the complete works of Shakespeare”?

This is something I kept in the back of my mind when I recently attended ‘Silicon Dragon – Beijing Ventures Bloom, Too Hot’ in May 2011. Now, I think most people ‘without an axe to grind’ are in agreement that guys like Steve Jobs (wishing him all the best for a full recovery) and Bill Gates are two icons of originality and entrepreneurial endeavour, to say nothing of being ‘geek heroes’? Now, I’ve wondered when will we see China’s first ‘Steve Jobs’ given the population of China and the county’s meteoric growth – Sure, you may have heard of Renren (China’s Facebook), Baidu (China’s Google) and Youku (China’s YouTube), technology titans no doubt and engineering marvels for sure but not that original! I’ll park this thought for a moment.

Getting back to May’s Silicon Dragon summit, the general thrust was “Is China in the middle of a ‘tech bubble’, (like the 2000 dot com bubble)?” The answer was – “What the hell let’s make some money” in fact Sonny Wu of GSR Ventures said “It’s great to have a bubble” 1. So the consensus was, “get in early and make tons of money!.”

Now all of this was interesting stuff and to add my ‘tuppence ha’penny worth’ if the bubble (supposing there is one?) bursts me thinks the Chinese State has the ability to mitigate the worst effects of it. I also agree with DCM General Partner Ruby Lu “We’re in the midst of a bubble but a good bubble. It’s going to create a flight to quality,” 1 she added. “The bad companies will lose momentum or die. The market will shrink to a small base of companies. (Beware, 1,000 GroupOn clones in China.) 1

Now, back to China’s first Steve Jobs; Rebecca Fannin (Founder and author of Silicon Dragon) the night’s moderator, waited until the very end to ask the burning question (I’m paraphrasing Ms. Fannin here) – in answer, there was a ‘deafening silence’ until, eventually, I think it was Sonny Wu who said “Sorry to disappoint you, Rebecca but China’s Steve Jobs isn’t out there”.

So if you’re out there please let us all know?

David Doyle is an independent sales agent representing China’s Founder International in Europe. David Doyle or his permitted assigns are not associated with Silicon Dragon or Rebecca Fannin

1 All rights and citation Rebecca Fannin

W: http://www.founderinternational.com/en-us/  http://www.eusalesforce.com/  http://www.rebeccafannin.com/

E: david@eusalesforce.com

Written by David Doyle

June 9, 2011 at 9:47 am