business excerpts and stories — Page 9 of 21

business

Well-managed companies are excellent at developing the sustaining technologies that improve the performance of their products in the ways that matter to their customers. This is because their management practices are biased toward:
- Listening to customers.
- Investing aggressively in technologies that give those customers what they say they want.
- Seeking higher margins.
- Targeting larger markets rather than smaller ones.
— The Innovator’s Dilemma: When New Technologies Cause Great Firms to Fail (Management of Innovation and Change) by Clayton M. Christensen
Source: Amazon Kindle
Topics: books, business, innovation, kindle, kindle quotes, leadership, product, strategy
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If a company wants to raise the bar for the product organization, they need to think differently about product. Instead of looking at product as just a part of the technology organization (or worse, the IT organization), they need to think about product as the organization. I am not talking about power structure or even org structure. I am talking about how product needs to be the value driver of the organization as opposed to just a feature factory for the rest of the organization.
As I engage with these types of organizations, another lesson I’ve learned is that, if the executive team isn’t on board with this product operating model, the chances of successful transformation are slim.
— EMPOWERED: Ordinary People, Extraordinary Products (Silicon Valley Product Group) by Marty Cagan
Source: Amazon Kindle
Topics: books, building shared vision, business, kindle, kindle quotes, mental models, product
Read more: untitled post 187
Sales and non-sales selling are developing along a similar path — because the stable, simple, and certain conditions that favored scripts have now given way to the dynamic, complex, and unpredictable conditions that favor improvisation. Beneath the apparent chaos of improvisation is a light structure that allows it to work.
Understanding that structure can help you move others, especially when your astute perspective-taking, infectious positivity, and brilliant framing don’t deliver the results you seek. In those circumstances and many others, you’ll do better if you follow three essential rules of improvisational theater:
- Hear offers.
- Say “Yes and.”
- Make your partner look good.
— To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
Source: Amazon Kindle
Topics: books, business, customer success, kindle, kindle quotes, mental models, sales, strategy
Read more: untitled post 189
Work for goals that you and your organization are excited about and think about how your tasks connect to those goals. If you’re focused on the goal, excited about achieving it, and recognize that doing some undesirable tasks to achieve the goal is required, you will have the right perspective and will be appropriately motivated.
If you’re not excited about the goal that you’re working for, stop working for it. Personally, I like visualizing exciting new and beautiful things that I want to make into realities. The excitement of visualizing these ideas and my desire to build them out is what pulls me through the thorny realities of life to make my dreams happen.
— Principles: Life and Work by Ray Dalio
Source: Amazon Kindle
Topics: books, business, ideation, kindle, kindle quotes, leadership, mental models, personal mastery, team management
Read more: untitled post 193
Objectives and Key Results are first and foremost an empowerment technique. The main idea is to give product teams real problems to solve, and then to give the teams the space to solve them. This goes right to the core of enabling ordinary people to create extraordinary products.
— EMPOWERED: Ordinary People, Extraordinary Products (Silicon Valley Product Group) by Marty Cagan
Source: Amazon Kindle
Topics: books, business, kindle, kindle quotes, mental models, product, team management
Read more: untitled post 195

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