Category Archives: Training

Artificial Intelligence, Business Development, IT Services, Sales & Marketing, Training

How to improve Software Technology Sales?




This video is about software solution sales and marketing, but equally applicable to other technology sales. There is a great pressure to achieve results fast by trying to qualify a buyer and trying to move ahead. And to make things more difficult, a Booz Allan Hamilton study found that 85% of a company’s brand value is projected through the interaction between the buyer and seller (so all the previous branding can fall flat easily)- that makes it very challenging to differentiate yourself when you have just about 20% of the buyer’s time.

So one of the biggest challenges facing today’s software sales forces is their ability to have “perfect conversations” with executive buyers. Too many conversations are centered around value propositions that are not aligned and not tailored to an executive buyer’s key business issues and personal motivations.

Chris Deren, CEO of SellMasters, was a keynote speaker at the SLAM (Sales, Licensing, Alliances & Marketing for Software Companies) 2006. He defines “the perfect conversation” and its essential ingredients — and how software companies can align and optimize their sales, marketing and product teams for them. In this video, Deren discusses how to:

  • See the world through the eyes of executive buyers – Avoid being delegated to—and filtered out by—procurement. 90% of all IT vendors are considered non-strategic by buyers. So how do you move into the elite 10% club? Become executive centric to understanding their motivations and their cherished initiatives. Its difficult but that’s the differentiator
  • Turn complex product portfolios into simple value-driven stories
  • Create “last mile” marketing content that salespeople crave
  • Achieve and maintain “trusted advisor” status critical to success

About the Presenter: Chris Deren is the CEO of SellMasters, which offers sales performance optimization (SPO) services. He is a high-tech industry veteran with over 25 years of experience in building entrepreneurial teams, leading world-class sales organizations, and identifying and executing against winning go-to-market strategies for companies such as IBM, Xerox and Dun & Bradstreet.

Artificial Intelligence, Business Development, Business Strategy, Industrial, IT Services, Jobs & Careers, People, Sales & Marketing, Start-ups, Training

Why Sales Deals Stall?




If you are into any forms of customer interaction or sales, you will benefit from this interesting sales training video by Dan Lappin of Caskey Training, where he shares “why sales deals stall”. It’s just 6 minutes long and worth watching full. You’ll learn three sales strategies that can improve your ability to control the sales process, improve your credibility, and will have your customers pursuing you. This video has been popular with audience at Myorbit from the time we started last year in 2006. So thanks very much to Dan Lappin.

FAQ, Market News, MyOrbit Blogs, New Media, Project Management, Training

Google YouTube roadmap converging with MyOrbit

Thanks for visiting MyOrbit.tv – we are in the last leg of our security enhancements and plan to be live again soon. Last week, we got one of the best testaments so far of the path we are taking for MyOrbit.tv

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Here’s a brief from the editor of DailyTech Rag newsletter (it’s got about 50k subscribers worldwide)

When you think of YouTube in the enterprise, you probably think of that common quandary many IT departments face: to block or not to block? However, if Google has its way, the decision organizations may soon have to weigh is whether or not to deploy YouTube. BusinessWeek reports Google “is preparing a corporate version of YouTube to create videos for training and employee communications.” Say what? Strange as that might sound, an internal enterprise version of YouTube makes a lot of sense. YouTube makes uploading videos to a web server so simple just about anyone can do it and the playback interface is something practically all Internet users are familiar with. Sure, your organization may not use online video at the moment, but the potential for internally distributing training videos, corporate communications and PR is too great to ignore. While there is currently no timeline for the delivery of the enterprise version of YouTube, it is expected to arrive bundled-in with the next revision of Google Apps.

For more on enterprise YouTube: see this BusinessWeek article

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This is my analysis of the planned Google offering. It is a software tool, whereas we offer a business service. My simple analogy is this: Google offering is like a projector with which you can make presentations, and ours is like a projector plus different presenters plus diverse professional audience, so it’s an online business conference. No doubt, Google Youtube Enterprise version will compete on a small front, for some cases of intra-company knowledge sharing, ie., where they only need the projector!

What does it mean for MyOrbit? It means our roadmap for applying new media to business is the way to go. And it also means that we need to increase our efforts to build the community of professionals and businesses using MyOrbit.tv. Stay Tuned!

cheers/ Shankar AVSB for MyOrbit

FAQ, Finance, Jobs & Careers, MyOrbit Blogs, Training

Basic Financial Management-What is a Cash Flow Statement?

The Cash Flow Statement is typcally the 3rd of the 3 financial statements found in an Annual Report. This video provides an overview. It gives a clear explanation of the relationship between the income statement and cash flow statement.




About the presenter: Michael Fischer spent nine years at Goldman Sachs, advising some of the largest private banks, mutual fund companies and hedge funds in the world on investment choices. He started his finance career at Credit Suisse First Boston in early 1995. During these ten years, he was frequently ranked as the top advisor by many of his clients and peers. He gave his opinion to managers of trillions of dollars of assets and came across hundreds of different investment styles and approaches; he also bought and sold billions of dollar of investments on behalf of his clients and himself. Michael holds an MBA from INSEAD (Dec 1994) and an Honours Bachelor of Science Degree from the University of Toronto (1989). He has also written a book on Saving and Investing because he feels strongly this material is too important in our world today to ignore. You can learn more about his book at the following website: http://www.savingandinvestingbook.com

FAQ, Finance, Jobs & Careers, MyOrbit Blogs, Training

Basic Financial Management-What is a Balance Sheet?

The Balance Sheet is one of the 3 main financial statements of a company — it captures the Assets, and the Liabilities (equity+debt) at a “certain point in time” – like the end of the year. And it balances.





About the presenter: Michael Fischer spent nine years at Goldman Sachs, advising some of the largest private banks, mutual fund companies and hedge funds in the world on investment choices. He started his finance career at Credit Suisse First Boston in early 1995. During these ten years, he was frequently ranked as the top advisor by many of his clients and peers. He gave his opinion to managers of trillions of dollars of assets and came across hundreds of different investment styles and approaches; he also bought and sold billions of dollar of investments on behalf of his clients and himself. Michael holds an MBA from INSEAD (Dec 1994) and an Honours Bachelor of Science Degree from the University of Toronto (1989). He has also written a book on Saving and Investing because he feels strongly this material is too important in our world today to ignore. You can learn more about his book at the following website: http://www.savingandinvestingbook.com