DECISION. magazine / BOOKS
Obtain the latest issue of DECISION. Mentors and Partners’s quarterly Business Development magazine!
Castles by ants
The Strategy-based Psychology of Team Sports
When our consulting team designed our first sport workshop, we looked to include games with interactive yet powerful messages. We thought that a quiz would stimulate people’s imaginations, and if there were a competition between the teams, then they would enjoy it even more. So, we compiled a ten-question quiz, and with the last question, we wanted to introduce the essence of teambuilding. ‘What is the strongest animal in the world?’ After the question was read aloud, the teams began shouting about lions, tigers, sharks, bears, and other known predators. Soon afterwards, the team captain said to the others, ‘This is a trick question because I read that an ant can carry many times its own body weight, but these big animals can’t. Plus, they said that teambuilding is today’s main theme, and ants work together. So I think ants are the answer.’ This answer came from one of the best players in the world. He was almost right because, by the way, the strongest animal is the copepod (a tiny crustacean), but the ant is also near the top of the leaderboard, so we accepted the answer. Sure, he ruined the punchline, but that’s how it goes when an athlete is smart. So how does this story fit into the theme of this book? Mainly, team sport professionals over the past 15-20 years have replaced the ‘big predators’ with hard-working, team-oriented ‘ants’, and the results have been remarkable! Of course, this does not mean that you do not need a tiger or lion at times, but you must be careful with them!
PERSONALITY AND BEHAVIOUR-BASED SALES
Strategy, management, methodology
The sales industry is said to have been distorted and changed drastically since the crisis. The convincingly communicating, creative salesperson building almost friendly relationships who used to be traditionally successful in Hungary have been replaced by the market with professionals who prioritize facts and logic over emotions, aspire to perfect professionalism and are often more rigid. In the meantime, the reigning generation, i.e. 20-32-year-olds have appeared in decision-making circles with their extraordinary dominance level and brand new, premium expectations. On top of all of that, domestic consumer society has become bipolar, where one end is represented by “the rich” who were not affected by the crisis or even came out of it stronger, while on the other end are “the poor” who either have experienced a significant drop in their solvency in the last few years or have been on the poverty line for decades.
How can we build a sales strategy under such circumstances? How can we set up a sales team? How should we manage sales? How have technical sales methods changed? And how does the situation look through the eyes of decision-makers and market players, considering that most of them have undergone a modification of their livelihood, “encyclopedic” modification or “dire childhood” modification?
This book does not aspire to offer a solution to every sales problem; moreover, I cannot even state with certainty that reading will result in finding any specific solutions. This is up to the reader. They are the ones who decide how they use the information in SALES. All I can do and what I have done is share thought-provoking data, experiences and analyses, and place the forming of opinions on the sales industry in a different dimension.
Miklós Palencsár, business mentor
BEHAVIOUR BASED BUSINESS STRATEGY
Volume 1: The Basics
‘3B (Behaviour Based Business)’ was published in 2012 by IT-Business Publishing. The author of the book is Business Mentor and Business Development Consultant Miklós Palencsár. It was sent to 900 pre-selected senior managers and is not available in stores.
Volume 1 covers the basics of the 3B system. It contains concrete and usable information relating to business development based on more than 100 specific business development projects in both Hungary and abroad and on the analysis of more than 15,000 business stakeholders. We conducted a telephone survey of 500 people to gather the opinions of readers, who include managing directors, directors, company owners and civil servants.
They unanimously found the strategic theory both unique and amazing as well as incredibly practical. The main aim of the book is to pass know-how relating to development and people which can be put into practice straight away.
The book is currently being translated into English, German and Portuguese and will be available internationally from 1st November 2013.