I have started my career as account manager for Small and Medium Businesses at mobile service provider in Novosibirsk, Russia.
While I was reading the book New Sales memories of that period of my life started to appear in my head.
It was a time full of cold-calls, sales pitches and a lot of leg work. One time per week I visited random business center where 20-30 small businesses were operating. I was going door to door, knock and start a sales call with phrase below:
“Hello, my name is Roman Gorge from XYZ Company. With whom I can talk about you Internet and mobile connectivity needs?”
Sometimes I was asked to leave immediately, sometimes I was lucky to pitch my sales story and find a new customer. There were no PowerPoint slide decks, I even didn’t have a laptop in my bag – only printed materials, my business cards, pen and notepad.
I met all kinds of people during that time – entrepreneurs, IT guys, accounting and business owners. I will never forget this difficult but great experience.
The book New Sales. Simplified provides well structured guidance how to attract new customers. It covers all aspects of prospecting:
How to build a sales story
How to create finite list of prospects
How to execute sales calls and meetings
Here is what I take with me from this book:
What is sales-oriented culture and why it is important?
Too many times I attended meetings where time was wasted for “Introduction” and “Company Overview” slides, but now I know how first-call deck should look like
How to create sales power statement and use it as a tool for meetings, cold calls and emails
Best practices for a sales call structure
I’m not in Sales today, but if I will one day, this book will be the first one I read again.
Virtualization is so deep and broad subject, that it is not possible to cover all details of hypervisor (and not needed, actually). I will concentrate on “minimal valuable pack” of knowledge that is required to understand any KVM virtualized solution, not necessarily Telco.
Overview and brief history of virtualization technology
The story of virtualization began in 1999 when young company VMWare has released product VMWare Workstation. This was a first commercial product that provided virtualization for desktop/client applications. Virtualization of the server part started a little bit later in the form of ESX Server product that evolved in ESXi (i stands for integrated). This product is being used widely in IT and Telco private clouds as hypervisor for server-side applications.
Excellent book with a lot of practice drills to improve spead of reading. Most of the advices are easy and straightforward to understand, but it will require commiment and time investment to master speed reading skill.
I’m gonna practice following skills:
Setting a purpose before starting to read
Preview reading materials
Reduce fixation and regression
Practice peripheral vision
Look for key sentences and meanings in text
Do recall and review after every 30 minutes of reading