<?xml version="1.0" encoding="UTF-8"?>
<feed xmlns="http://www.w3.org/2005/Atom">
    <title>On Rad&apos;s Radar? - books Archives</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/" />
    <link rel="self" type="application/atom+xml" href="http://blog.tmcnet.com/on-rads-radar/books/atom.xml" />
    <id>tag:blog.tmcnet.com,2011-06-13:/on-rads-radar//51</id>
    <updated>2013-05-02T19:06:08Z</updated>
    <subtitle>Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.</subtitle>

<entry>
    <title>Serving the Volleyball</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2013/05/serving-the-volleyball.html" />
    <id>tag:blog.tmcnet.com,2013:/on-rads-radar//51.50984</id>

    <published>2013-05-02T15:17:58Z</published>
    <updated>2013-05-02T19:06:08Z</updated>

    <summary>One more volleyball sport reference if you don&apos;t mind. In volleyball, serving is the only time that you have total control over the play and the action. The two factors to improving your serving are visualization and practice.Obviously, the more...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="strategy" label="strategy" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<p>One more volleyball sport reference if you don't mind.<a href="http://www.youtube.com/watch?v=BEHpFXD1rT0&feature=youtu.be"> In volleyball, serving</a> is the only time that you have total control over the play and the action. The two factors to improving your serving are visualization and practice.</p><img alt="vballface.jpg" src="http://blog.tmcnet.com/on-rads-radar/vballface.jpg" width="300" height="383" class="mt-image-left" align="left" style="float: left; margin: 0 20px 20px 0;" /><p>Obviously, the more you practice, the better your muscle memory gets, the better the serve gets.</p><p>Now visualization is two-fold. It is what you see in your mind's eye and whet you tell yourself. So if you can visualize how the action should go, it will likely happen. Visualization allows you to focus too.</p><p>What you tell yourself matters. If you stand at the service line thinking "Don't Miss. Don't Miss." You are going to miss. It's the wrong way to talk to yourself. You should be talking to yourself in the positive - "Serve it to that person. I will serve it to that spot."</p><p>In business (and in life), we don't put nearly enough emphasis on the way we talk to ourselves and on what we visualize. Top athletes do, but then they have a coach.</p><p>Did you know that top executives also have coaches? Some business people treat business like a sport; thus, they have trainers, coaches, and a team of support personnel to help them to success.</p><p>My coach used to say that <a href="http://www.prweb.com/releases/2004/08/prweb150833.htm">Wealth is a team sport</a> - you can't do it alone.</p>
<p><a href="http://2.media.sportspickle.cvcdn.com/74/75/a0be46829eb6fa626ff29216f9be86b8.jpg">Image credit SportsPickle</a>.</p>]]>
        
    </content>
</entry>

<entry>
    <title>One Promotional Minute</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2012/08/one-promtional-minute.html" />
    <id>tag:blog.tmcnet.com,2012:/on-rads-radar//51.49780</id>

    <published>2012-08-15T20:42:34Z</published>
    <updated>2012-08-15T20:59:46Z</updated>

    <summary>This week marks the completion of my third book. SELLECOM 2: Selling Cloud Services is now available in paperback from Lulu.com. The kindle version is being formatted as we speak.In the book, tthe three major themes are: what is The...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="cloud computing" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="sales and selling" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="training" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="cloudcomputing" label="cloud computing" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="radizeski" label="radizeski" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="sellecom" label="sellecom" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="training" label="training" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<p><img alt="cover_2v.jpg" src="http://blog.tmcnet.com/on-rads-radar/cover_2v.jpg" width="240" height="320" class="mt-image-left" align="left" style="float: left; margin: 0 20px 20px 0;" /><p>This week marks the completion of my third book. <a href="http://tinyurl.com/sellecom2pb">SELLECOM 2: Selling Cloud Services</a> is now available in paperback from Lulu.com. The kindle version is being formatted as we speak.</p><p>In the book, tthe three major themes are:</p><br />
<ul><br />
	<li>what is The Cloud;</li><br />
        <li>why get into the Cloud sector;</li><br />
        <li>how to sell cloud, including the mindset and the 12 steps of the sales process.</li><br />
</ul>  <br />
<p>The book is targeted at agents, VAR's and direct sales people to give them something to think about and some concrete ideas - and open ended questions - to use to get in the cloud game and make some sales. I am launching it with a 4-week sales training course. Details are available in <a href="https://www.slideshare.net/4isps/selling-cloud-services">the slidedeck</a>.</p><br />
<iframe src="http://www.slideshare.net/4isps/slideshelf" width="490px" height="470px" frameborder="0" marginwidth="0" marginheight="0" scrolling="no" style="border:none;" allowfullscreen></iframe></p>]]>
        
    </content>
</entry>

<entry>
    <title>On Mergers</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2012/07/on-mergers.html" />
    <id>tag:blog.tmcnet.com,2012:/on-rads-radar//51.49691</id>

    <published>2012-07-20T16:17:28Z</published>
    <updated>2012-07-23T21:28:11Z</updated>

    <summary> &quot;Not a single company that qualified as having made a sustained transformation ignited its leap with a big acquisition or merger. Moreover, comparison companies--those that failed to make a leap or, if they did, failed to sustain it--often tried...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="mergers" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="merger" label="merger" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="strategy" label="strategy" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<p><img class="mt-image-right" style="float: right; margin: 0 0 20px 20px;" src="http://blog.tmcnet.com/on-rads-radar/Jim-Collins1.jpg" alt="Jim-Collins1.jpg" width="275" height="325" align="right" /><br />
<p>"Not a single company that qualified as having made a sustained transformation ignited its leap with a big acquisition or merger. Moreover, comparison companies--those that failed to make a leap or, if they did, failed to sustain it--often tried to make themselves great with a big acquisition or merger. They failed to grasp the simple truth that while you can buy your way to growth, you cannot buy your way to greatness." --Jim Collins/Time</p>
<br />
<p>"Be the best. It's the only market that's not crowded." -<a href="http://www.tompeters.com/slides/docs/Cancun_071412_finalx2.ppt"> from: Retail Superstars</a>: Inside the 25 Best Independent Stores in America, George Whalin.</p>
</p>]]>
        
    </content>
</entry>

<entry>
    <title>It&apos;s Not Just About Price</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2012/04/its-not-just-about-price.html" />
    <id>tag:blog.tmcnet.com,2012:/on-rads-radar//51.49230</id>

    <published>2012-04-16T20:17:42Z</published>
    <updated>2012-04-16T20:47:35Z</updated>

    <summary>This article in the NYT article about Amazon is about the book publishing industry. Amazon is waging a battle against book publishers over price. As a book buyer, I often wonder how an e-book can cost almost the same as...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="Marketing" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="sales and selling" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="bundle" label="bundle" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="marketing" label="marketing" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="value" label="value" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[This article in the <a href="http://www.nytimes.com/2012/04/16/business/media/amazons-e-book-pricing-a-constant-thorn-for-publishers.html?pagewanted=2&_r=3&partner=rss&emc=rss" target="_blank">NYT article about Amazon</a> is about the book publishing industry. Amazon is waging a battle against book publishers over price. As a book buyer, I often wonder how an e-book can cost almost the same as the printed version. In this article, the publishes yell about the way Amazon undercuts their other sellers and demands lower prices - like Home Depot and WalMart.<br /><br />Reading the comments, I think most people miss two points: books can still be published without publishers (although they may be inferior products) and Amazon is more about ease of business - easy to order, easy to get delivered.&nbsp; Most websites do NOT have that. Yesterday, during a pitch at <a href="http://tampa.startupweekend.org" target="_blank">Startup Weekend Tampa</a>, one company mentioned the <a href="http://baymard.com/lists/cart-abandonment-rate" target="_blank">online shopping cart abandonment</a> problem - 65% on average - it is about ease of use and transparency. On Amazon, you know what shipping and taxes (zero) will cost before you get through the cart. Not so on most other sites. You get shipping sticker shock (maybe because we are used to almost free shipping and no taxes from online retailers). There is also the matter of filling in all the forms. So folks just say Good bye. Wasn't OpenID supposed to help with this problem?<br /><br /><img class="mt-image-left" style="float: left; margin: 0 20px 20px 0;" src="http://blog.tmcnet.com/on-rads-radar/easy.jpg" alt="easy.jpg" width="225" height="224" />Everyone blames it on the pricing model. Doesn't matter the Industry - books or telecom.&nbsp; It isn't just price.&nbsp; It's Value, Trust and Ease.<br /><br />Value is something that needs to be communicated. If you can't deliver a product - book or telecom service - as cheaply as the giant, you have to accept a smaller market share. You have to deliver Value first and last. You have to build Trust. And you better be easy to deal with from the sale to the end of time. Or you lose. The difference between cost and price is Value. Not everyone sees Value.<br /><br />There's a number out there - 1000, 2000, 10K, 100K, 1M - the number of customers that you need to have a healthy business selling at your price and delivering your value. It's called a Tribe. Go build it!<br /><br />When the authors talk about publishers, not all publishers give value. And they do take some control. To self publish (or use Amazon), you have to market your books yourself. In other words, you have to build your Tribe. Some authors do this well, some don't.<br /><br />In the article, they talk about Amazon being all that is left. That's unlikely, with Apple, Barnes & Noble, Independents and the Big Book Houses. And as much as I rail against WalMart, there are alternatives. <br /><br />This makes me say look at how Target competes against WalMart. One way is talking about design and the exclusive stuff they offer. It's still clothes, just Bundled better. It's a nicer, cleaner store (User Experience). <br /><br />So when you are competing against the Giant, think about&nbsp; these factors: What is your <strong>Value</strong>? Are you building a <strong>Tribe</strong>? How are you <strong>Bundling</strong> your product? How <strong>Easy</strong> are you to buy from and deal with? Do they <strong>Trust</strong> you? These are the hallmarks of success.]]>
        
    </content>
</entry>

<entry>
    <title>The Whole Content System </title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2012/01/the-whole-content-system.html" />
    <id>tag:blog.tmcnet.com,2012:/on-rads-radar//51.48217</id>

    <published>2012-01-09T21:10:16Z</published>
    <updated>2012-01-11T16:22:47Z</updated>

    <summary>Yes the whole content system is a mess. Newspapers, magazines, book publishing, music, movies and now TV - all are old school content business models that are in a state of upheaval. Unfortunately, the people in charge of these content...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="Internet" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="Marketing" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="economy" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="technology" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="video" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="content" label="content" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="economy" label="economy" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="internet" label="internet" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="strategy" label="strategy" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="technology" label="technology" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="tv" label="tv" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<p>Yes the whole content system is a mess. Newspapers, magazines, book publishing, music, movies and now TV - all are old school content business models that are in a state of upheaval. Unfortunately, the people in charge of these content systems are fighting the change that is happening - happening in large part because of the Internet - instead of trying to start making changes <span class="caps">NOW.</span></p><p>The Arab Spring of 2011 was a similar model: change was coming in the form of popular protests, furthered by social networks and the Internet, fought bitterly and fatally by the regimes in place, but to what end? Many dead and injured <span class="caps">BUT CHANGE HAPPENED ANYWAY</span>!</p><p>Many thought that after Napster, the music industry would stop being stupid and embrace the new music distribution models evolving. The Industry didn't, but the artists who did - like <span class="caps">OAR,</span> Dave Matthews Band and Pearl Jam (to name a few of my favorites) - have been hugely successful and profitable.</p><p>Why can't the rest of the Industry see that?</p><p>Radio is one way to listen to music, but let's face it, listening to the same 100 songs plus the syndicated <span class="caps">DJ'</span>s is annoying. Because of consolidation in radio station ownership, the powers that be can only look at the bottom line.  Wrong place to look. **Successful businesses think about Employees and Customers **(in that order). From that viewpoint can a successful business model is executed.</p><p>Albert Einstein said, "Try not to become a man of success but rather to become a man of value." I take that to mean, "Give Value First and Foremost." All else flows from that.</p><p>With <span class="caps">SOPA </span>and ProtectIP, the <span class="caps">RIAA </span>and the <span class="caps">MPAA </span>hope to legislate morals nd protections. Why? Why not just give your customers what they want, the way they want it? Isn't that what a vendor is supposed to do?</p><p>After Napster, there were numerous other <span class="caps">P2P </span>sites like Limewire that popped up. Then a number of online radio sites, like Pandora, Grooveshark, Spotify, Rdio, and more. All have had some fight with the <span class="caps">RIAA </span>over licensing. Now we have Google Music, Amazon Cloud Player and Apple's iCloud, too. Do you see a pattern here? People want to listen to what they want, when they want, where they want, on the device of their choosing.</p><p>My buddy suggested that their be a website to donate directly to an artist. For example, you downloaded - legally or illegally - a song or album that you liked so much, you wanted to give some money to the artist. That's not a bad way to do it.</p><p>One comedian, <a href="http://www.louisck.net">Louis CK</a>, who is maybe a B list-er, just made over $1 million in revenue on a comedy show, Live at the Beacon, that he produced and distributed himself online at $5 per copy.</p><p>The Internet works as a model for distribution. The content is key. CK proved that. So do many authors who self-produce on Lulu and Kindle. [Maybe the key is micro-payments, which I will define here as anything under $6.]</p><p>TechDirt is probably the one website that I read that is on top of the copyright-distribution-legislation issues. In <a href="http://www.techdirt.com/articles/20120107/01435817321/wb-hbo-continue-to-suck-economics-new-policies-encourage-piracy.shtml" target="_blank">a recent article</a>, TechDirt kind of sums up the consumer thinking that WB (and others in the Netflix fight) don't understand: "It appears that WB is implicitly admitting that the strategy of delaying the rental period of a movie by 28 days has been a total failure, in the decision to increase the delay to 56 days. They're basically admitting that not enough people were "buying" in those 28 days... so they somehow think that doubling the wait will increase the purchases. It won't. If people really want to pay the extra money to buy the <span class="caps">DVD, </span>they're likely to do so pretty early on. It's not like they're waiting 50 days in and then saying "gee, I can't rent the movie, so I'll just pay a lot more money than necessary to own an obsolete piece of plastic." " BINGO!</p><p>People want to stream their content - video, music, <span class="caps">TV, </span>movies, etc. - through whatever device they have - blu-ray, xbox, <span class="caps">PS3,</span> Roku, GoogleTV, AppleTV, laptop, tablet, etc.  [Same holds true for blogs, magazines, and books.]</p><p><a href="
http://www.techdirt.com/articles/20070201/004218.shtml" target="_blank">TechDirt goes on to explain</a>, "I do believe that [MPAA and <span class="caps">RIAA</span>] current strategies of alienating their best customers, relying on government protection, and pretending this is some sort of epic battle between good and evil aren't just doomed to fail, they're actively making things worse for themselves."  [Sounds a lot like telco doesn't it?]</p><p>I'm not encouraging piracy. I actually despise it. We live in an immediate gratification culture. Vendors have to accept that.</p><p>We also live in an age where people expect a lot for free. Facebook is free, but people still bitch about it. So's this blog and same thing. Our Culture has a high expectation. It's about <em>perceived value</em>.</p><p>Content is really important. Government has to keep the masses entertained or they will revolt.</p><p>However, we have a spiraling problem: content costs a lot to make, while disposable income in America is declining. That combination is a disaster waiting to happen.</p><p>Let's look at the <span class="caps">NFL.</span> They just raised their fees to the TV channels that carry them by 60-70%! [<a href="http://www.alanquayle.com/blog/2011/12/70-rise-in-espn-fee-to-the-nfl.html">Alan Quayle has a good piece</a> on it.] So <span class="caps">ESPN, </span>which is already the most expensive TV channel for service providers to deal with, will be raising its rates to cover this cost. Even the extra $3.50 is just for one channel. What about all the other channels?</p><p>I have a rant about <span class="caps">ESPN </span>in general anyway. Are they really a sports channel??? Besides college bowl games and some college basketball, the only sport it televises is Monday Night Football, which had bad games all year. This creates a brand issue for them. <span class="caps">PBA,</span> Poker and other non-sport stuff is cheap to produce but it is just filler, since they can't run talk-shows and Sportscenter all day (just most of it). <span class="caps">ESPN </span>has the same issue as the music and movie industry: too much looking at profit, not enough good content to warrant the money.</p><p>We are seeing cord cutting, because the consumer dollars are decreasing -- and they would rather give up TV than cellphones. Cellphone bills average more than residential line bills used to. For a family of 4, it is easily 4 times what the home phone used to cost. Granted you can do more with it, but dollars are dollars. And <a href="http://www.reuters.com/article/2011/11/07/us-usa-poverty-idUSTRE7A634M20111107">with 16% of the population at poverty level</a> start thinking what that means for the service economy engine - and all types of businesses.</p><p>You have economic and technological forces working to breakdown old school content systems. It will be interesting to see if any lessons are learned and applied in 2012. I highly doubt it because:</p><img alt="einstein-thinking1.jpg" src="http://blog.tmcnet.com/on-rads-radar/einstein-thinking1.jpg" width="320" height="386" class="mt-image-center" align="center"" />]]>
        
    </content>
</entry>

<entry>
    <title>Some Good Books</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2011/04/some-good-books.html" />
    <id>tag:blog.tmcnet.com,2011:/on-rads-radar//51.46499</id>

    <published>2011-04-10T15:35:25Z</published>
    <updated>2011-04-10T16:06:33Z</updated>

    <summary><![CDATA[I like to read mysteries to give my brain a rest. My favorite writers include Barry Eisler, Vince Flynn, Brad Thor, Randy Wayne&nbsp;White, Jack Higgins, Eric Van Lustbader, Robert Parker (passed away), Stephen Cannell (passed away), Michael Connelly, and Steven...]]></summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<p>I like to read mysteries to give my brain a rest. My favorite writers include Barry Eisler, Vince Flynn, Brad Thor, Randy Wayne&nbsp;White, Jack Higgins, Eric Van Lustbader, Robert Parker (passed away), Stephen Cannell (passed away), Michael Connelly, and Steven Brust.</p>
<p>The rest of the time I am reading blogs, articles, magazines, analysis, <span class="caps">SEC </span>filings and business books and writing.</p>
<img class="mt-image-center" style="text-align: center; display: block; margin: 0 auto 20px;" src="http://blog.tmcnet.com/on-rads-radar/sethbooks.jpg" alt="sethbooks.jpg" width="300" height="225" />
<p>Here are books I thought were good:</p>
<ul>
<li>Crush It or Thank You Economy by Gary Vaynerchuk; </li>
<li>Referral Engine by the Duct Tap edude, John Jantsch;&nbsp; </li>
<li>Poke the Box by Seth Godin via the Domino Project (ebook or mp3 only); </li>
<li>Hub Mentality by Carl Woolston (thanks Greg Nielsen!); </li>
<li>Evil Plans by Hugh MacLeod is <span class="caps">AWESOME.</span> It's a lot like Linchpin by Seth Godin;&nbsp; </li>
<li>The Mesh by Lisa Gansky (Thanks to Seth for sending me this!) </li>
<li>Rework by Jason Fried of 37signals; </li>
<li>Your Business Brickyard by Howard Mann;</li>
<li>Tom Peters RE-IMAGINE (video); </li>
<li><a href="http://www.sellecom.net" target="_blank">LIT BUILDINGS </a>by Peter Radizeski.</li>
</ul>
<p>I think if you aren't reading, you aren't learning. And there is a lot to learn to keep ahead of the competition. <br /><br />If you have any good books, drop a comment and let us know.&nbsp;<br /><br />P.S. I guess it's time to get a Kindle since so many authors are going e-book only. Lulu.com is my publisher and they just announced that they will be putting <a href="http://stores.lulu.com/radinfo" target="_blank">my books</a> in an e-book format. SWEET!!</p>]]>
        
    </content>
</entry>

<entry>
    <title>Linchpins</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2010/01/linchpins.html" />
    <id>tag:blog.tmcnet.com,2010:/on-rads-radar//51.43016</id>

    <published>2010-01-11T18:20:50Z</published>
    <updated>2010-01-11T18:33:54Z</updated>

    <summary>Who is the Linchpin in your organization? It&apos;s probably NOT the CEO.&#160;Who creates the most value for your employees, shareholders and&#160;customers?Seth Godin&apos;s new book is titled Linchpin. It&apos;s about changing your job to become a linchpin so that you become...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<span class="mt-enclosure mt-enclosure-image" style="display: inline"><img class="mt-image-left" style="float: left; margin: 0px 20px 20px 0px; width: 255px; height: 238px" height="500" alt="linchpin_by_seth.jpg" width="500" src="http://blog.tmcnet.com/on-rads-radar/images/linchpin_by_seth.jpg" /></span>Who is the Linchpin in your organization? It's probably NOT the CEO.&#160;<br /><br />Who creates the most value for your employees, shareholders and&#160;customers?<br /><br /><a href="http://www.amazon.com/Linchpin-Are-Indispensable-Seth-Godin/dp/1591843162/ref=sr_1_1?ie=UTF8&amp;s=books&amp;qid=1263234570&amp;sr=8-1">Seth Godin's new book is titled Linchpin</a>. It's about changing your job to become a linchpin so that you become indispensible and you get more out of your job.<br /><br />People often ask me what to write about on a blog or what to tweet about. How about writing about the Linchpins in your organization? The people that create value to your customers, your community, your organization. I'm in NYC this week for the book launch and to have dinner and Q&amp;A with Seth, so more on this topic soon.]]>
        
    </content>
</entry>

<entry>
    <title>Marketing Outrageously </title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2009/06/marketing-outrageously.html" />
    <id>tag:blog.tmcnet.com,2009:/on-rads-radar//51.41174</id>

    <published>2009-06-26T12:24:55Z</published>
    <updated>2009-06-26T13:45:57Z</updated>

    <summary>In the book Marketing Outrageously by Jon Spoelstra, in Chapter 13, Jon writes about radio and TV advertising. Basically, you need to dominate a show or a channel to gain market share.&#160;Spoelstra doesn&apos;t talk about market share. He thinks it&apos;s...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="Marketing" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="marketing" label="marketing" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="tmc" label="TMC" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[In the book <a href="http://tinyurl.com/no4rxc">Marketing Outrageously</a> by Jon Spoelstra, in Chapter 13, Jon writes about radio and TV advertising. Basically, you need to dominate a show or a channel to gain market share.&#160;Spoelstra doesn't talk about market share. He thinks it's about your brand being considered socially acceptable. PR firms want you to do Frequency and Reach. In other words, branding - get your name in front as many people as possible. Spoelstra's strategy is that you should dominate the show that targets your demographic. When you dominate a show, you create the impression that you are socially acceptable and ingrain yourself on the audience (your demographic).<br /><br />I believe he is right. When you look at <a href="http://www.tmcnet.com/channels/">TMC portals</a>, one company owns each category. Seth Godin in <a href="http://tinyurl.com/ldh775">The Dip</a> talks about being Best in the World. But&#160;it's up to you to&#160;define that world. That's what the <a href="http://tinyurl.com/mafkpa">Chris Anderson's Long Tail</a> and Niche Marketing is all about. The way to be Best of Breed is to dominate a Niche that you create. That is what Whole Foods and Starbucks did -- established a <a href="http://tinyurl.com/nvcjb6">Blue Ocean Strategy</a>; that is, these companies stake out a new, uncontested category to dominate.<br /><br />Most companies do not need millions to be successful. They need thousands. And they can narrow their focus to the best 1000 prospects to get that number. But like Vonage they want to hit everyone. It's expensive and doesn't pay off. Because it's expensive. Do you want to be Toyota or Lexus or Porsche? I want to be Porsche.&#160;<br /><br />What is your demographic? Don't know? Okay. What target market are you attracting and how can you dominate it in some way? If you are a Telecom Company and you are dominating your space, maybe you should talk to TMC or me about what slice of the market you want to own and we can devise a plan where you work to own that niche. That's the way to go. Be a sharpshooter not a scatter shot.]]>
        
    </content>
</entry>

<entry>
    <title>How the Mighty Fall</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2009/06/how-the-mighty-fall.html" />
    <id>tag:blog.tmcnet.com,2009:/on-rads-radar//51.41130</id>

    <published>2009-06-23T14:41:58Z</published>
    <updated>2009-06-23T15:11:56Z</updated>

    <summary>When&#160;I look at the fall of Nortel (and Alcatel-Lucent) as well as banking giants, Circuit City, GM, and more, I have to ask, &quot;What happened?&quot;&#160; In his new book, How the Mighty Fall, Jim Collins writes about how once great...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="organizations" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="strategy" label="strategy" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[When&#160;I look at the fall of Nortel (and Alcatel-Lucent) as well as banking giants, Circuit City, GM, and more, I have to ask, "What happened?"&#160; In <a href="http://tinyurl.com/n69tl2">his new book, How the Mighty Fall</a>, Jim Collins writes about how once great companies have declined. Collins goes over the summary in <a href="http://www.businessweek.com/magazine/content/09_21/b4132026786379_page_2.htm">Business Week</a> where he identifies five stages of decline.&#160;Nortel came to mind as I was reading it but so did Lucent.<br /><br />The whole situation is best exemplified by the music industry and newspapers. They didn't want to change - couldn't see the writing on the wall. Each was stuck in a revenue model that was supposed to work forever - and never bothered to examine a Plan B. Are you certain that you are not doing that?<br /><br />In his book, <a href="http://tinyurl.com/no4rxc">Marketing Outrageously</a>, Jon Spoelstra asks, "What business are you in?" Specifically, he&#160;talks about both railroads and Smith Corona. Railroads didn't realize they were in the people transport business, so missed out on becoming the airlines. Smith Corona thought they were in the typewriter business, when actually they were in the word publishing business. They missed the PC age.&#160; NCR and the cash register business was another one that came to mind.<br /><br />Do you think you are in the VOIP, UC,&#160;or SAAS business? Think again. You are in the Reliable Application Delivery game or the Reliable Communications Platform moreso. And you better not forget it or fail.<br /><br />Xerox is the example that Collins cites in <a href="http://www.businessweek.com/magazine/content/09_21/b4132026786379_page_4.htm">the Business Week article</a> of a company that was in a death spiral, but the CEO pulled them out. Kodak is another.&#160; Don't you see comparisons to Qwest, Level3, Global Crossing and XO in these stories? I do.&#160;It's not about pipe size or bytes or telecom. It's about the ability for a business to reliably get information, database access, and connect and interact&#160;with partners, employees, customers and prospects. It's like a car: no one cares how it works, just that it does when the ignition is turned on.]]>
        
    </content>
</entry>

<entry>
    <title>Business Advice</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2008/12/business-advice.html" />
    <id>tag:blog.tmcnet.com,2008:/on-rads-radar//51.38919</id>

    <published>2008-12-29T17:51:33Z</published>
    <updated>2008-12-29T20:31:26Z</updated>

    <summary>It seems that as 2008 comes to a spiraling end, everyone is giving business advice. If you run a small business, here&apos;s some of it:No Recession from Us has a bunch of links.Duct Tape Marketing has some thoughts from thought...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="economy" scheme="http://www.sixapart.com/ns/types#category" />
    
        <category term="off topic" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="advice" label="advice" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[It seems that as 2008 comes to a spiraling end, everyone is giving business advice. If you run a small business, here's some of it:<br /><ul><li>No Recession from Us has a <a href="http://norecessionforme.us/links/">bunch of links</a>.</li><li>Duct Tape Marketing has <a href="http://www.ducttapemarketing.com/blog/2008/12/29/small-business-marketing-advice-for-2009/">some thoughts</a> from thought leaders.</li><li>Caruso on <a href="http://bearonbusiness.com/embrace-the-internet-epilogue">Embracing the Internet</a></li><li>Doug Sundheim with <a href="http://www.fastcompany.com/blog/doug-sundheim/leading-ideas/leading-ideas-show-and-deliver-your-best-everyday">Showing Up advice</a></li><li><a href="http://www.fastcompany.com/blog/linda-tischler/design-times/mark-ansersons-10-predictions-2009">Predictions for 2009</a></li><li>Advice from <a href="http://www.score.org/index.html">SCORE</a></li><li><a href="http://www.readwriteweb.com/archives/2009_tips_for_big_web_companies.php">Tips for Web companies</a> from ReadWriteWeb (directed at companies, but solid advice for all)</li></ul>Other Best Of lists for Business books in 2008:<br /><ul><li><a href="http://www.fastcompany.com/multimedia/slideshows/content/books-2008.html?page=1">Fast Company</a></li><li><a href="http://brandautopsy.typepad.com/brandautopsy/2008/12/must-reads-wort.html">John Moore at Brand Autopsy</a></li><li><a href="http://800ceoread.com/blog/archives/008636.html">800-CEO-READ</a></li><li><a href="http://www.reuters.com/article/reutersEdge/idUSTRE4BI5EX20081219?pageNumber=2&amp;virtualBrandChannel=0&amp;sp=true">Reuters list</a></li></ul>I vote for you reading <a href="http://sethgodin.typepad.com/seths_blog/2008/12/a-years-worth-o.html">Seth's best blog posts</a>.&#160; And my own thoughts for businesses in 2009 is: Differentiate and Sell. Not be everything to everyone. Be Unique and actually sell services. Especially in 2009, although I have elected not to participate in the recession at all.]]>
        
    </content>
</entry>

<entry>
    <title>The Playbook</title>
    <link rel="alternate" type="text/html" href="http://blog.tmcnet.com/on-rads-radar/2008/04/the-playbook.html" />
    <id>tag:blog.tmcnet.com,2008:/on-rads-radar//51.35898</id>

    <published>2008-04-15T04:50:03Z</published>
    <updated>2008-04-15T05:07:39Z</updated>

    <summary>Every year, sales gets harder and harder. Finding qualified salespeople (the closers and hunters) is challenging. Then try to find someone who can lead or manage the salespeople. Sales Leadership is an elusive thing. One key reason is that sales...</summary>
    <author>
        <name>Peter</name>
        <uri>http://rad-info.net/</uri>
    </author>
    
        <category term="books" scheme="http://www.sixapart.com/ns/types#category" />
    
    <category term="books" label="books" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="coaching" label="coaching" scheme="http://www.sixapart.com/ns/types#tag" />
    <category term="sales" label="sales" scheme="http://www.sixapart.com/ns/types#tag" />
    
    <content type="html" xml:lang="en" xml:base="http://blog.tmcnet.com/on-rads-radar/">
        <![CDATA[<p>Every year, sales gets harder and harder. Finding qualified salespeople (the closers and hunters) is challenging. Then try to find someone who can lead or manage the salespeople. Sales Leadership is an elusive thing. One key reason is that sales training is missing.</p><p>We don't teach sales in school. Many companies have cut training budgets. However, sales is a process. If you want success, you develop and follow a system. From lead generation to qualifying the prospect to proposal to contract, there are a series of questions, actions, and follow up involved. Keith Rosen covers this in his book, The <a href="http://www.amazon.com/Complete-Idiots-Guide-Closing-Sale/dp/1592576036/ref=pd_bbs_sr_3?ie=UTF8&s=books&qid=1208235352&sr=8-3">Complete Idiot's Guide to Closing the Sale</a>.</p><p>In his latest book, <a href="http://www.amazon.com/Coaching-Salespeople-into-Sales-Champions/dp/0470142510/ref=pd_bbs_sr_2?ie=UTF8&s=books&qid=1208235352&sr=8-2">Coaching Salespeople into Sales Champions</a>, Keith Rosen gives every business execute the playbook to coach the sales team to be champions. Great athletes have coaches. And sales professionals know it all anyway. (Just ask them!) So it  is more about Coaching than it is about micro-managing, if the desired outcome is a productive sales force.</p><p>Buy it for less than twenty dollars today or tomorrow and <a href="http://www.coachingsalespeopleintosaleschampions.com/special_bonus_materials.html">receive a bunch of bonus material</a> from sales champions like Zig Ziglar and Tom Hopkins. Let me know what you think. </p>]]>
        
    </content>
</entry>

</feed>
