10 rules to sell innovation

1. Deal with executives. They make the decisions. Anyone else is an extra step to getting a deal.

2. Deal with the biggest customers first. Market leaders have the most to gain, the most to spend and give you the most market advantage.

3. Focus sales effort on the leads that will give you the highest growth potential. Eliminate time wasters.

4. Generate more leads than you have the capacity to handle. This is essential for driving growth.

5. Throw away the price list. Structure a win/win deal to maximise the value to the client and the returns to you.

6. Understand your prospects. Research their business drivers and rigorously tested your pitch.

7. Sell advantage and not cost savings. There is no upside limit on value from advantage. Executives are flooded with cost saving propositions, but rarely get advantage based propositions.

8. Listen a lot and talk a little.

9. Gain financial fluency. Businesses make money. You need to be able to show them how much money they can make from your solution.

10. Never stop learning and do your own thing. How you sell can be a differentiator in itself.

Outsourcing publishing services

Input or output? Outsourced publishing services and how to use them.

That's a great article about the use of outsourced IT services within the publishing industry. There is no doubt about the fact that this approach will increase in the near future. I know directly a number of publishing companies that are use to internally develop bits and pieces of very fine software, but the questions are: for how long will they be able to keep up with the speed of the technology? How much will this cost to these companies? Will this cost only money - in the best scenario - or it is more likely that it will cost their survival on the market?

Best Book Design 2009 - Bronze Medal for Migropolis

On February 5 and 6, 2010, the international jury for the “Best Book Design from all over the World” competition met to judge the entries from around the world. 634 books from 32 countries were submitted to the jury for evaluation. Fourteen prizes were to be awarded: a “Golden Letter,” one gold medal, two silver medals, five bronzes, and five honorable mentions. The international awards ceremony took place on March 19, 2010.

The jury’s words about the book Migropolis (a project supported by censhare AG): “An extremely complex, multifaceted theme has been translated into a book design of the highest quality! The book’s outstanding visual patterns and typographically attractive essays are very winning. Although the type size is small, it is nevertheless easy to read. The field research done in the city of Venice (with picture essays, visual data, written essays, interviews, and case studies) has been given an exemplary graphic form here; no less satisfying are the informational graphics.”

Migropolis cover

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G. Brock on journalism, paywalls, and the future of news media

Times of crisis are also times of opportunity. Although journalism has been confronted with many disappointing news over the last couple of years, a new and successful business model may be around the corner and the magic bullet may lie in the many media experiments that journalists are engaging in today.


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Embracing technology: how CNN and the NYT are fighting back

While the newspaper industry continues to struggle through an advertising downturn, closures, and mobile apps that threaten their traditional role, some traditional news outlets have realized that staying relevant has a lot to do with embracing technology, be it through a sophisticated R&D department or collaborations with the biggest tech players.

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