I hear a lot of people talking a lot about “solutions selling”, all keep telling us they are moving to that area, but do we really understand what “solution selling” means? Solution selling does not mean we have to sell “a solution” in terms of a complicated architecture or a set of interconnected boxes or whatsoever. Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer’s pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what is a “solution”. What does…
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Caro HR Manager: Storia di un CV e della sua privacy (GDPR lo dici a tua sorella) Sono un poco preoccupato, perché la mia impressione è che in Italia, a fronte di una delle legislazioni più severe d’Europa e i nuovi vincoli introdotti od in via di introduzione dal GDPR, il concetto di privacy sia altamente sottovalutato. Il problema ovviamente è insito nella storica sottovalutazione italica dell’impatto delle strutture informatiche all’interno dei processi produttivi, decisionali e manageriali. Insomma non ci si interessa, non si capisce, e non si valuta. Di conseguenza non si correggono comportamenti errati e, allo stesso tempo,…
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Maslow hierarchy of needs can be applied to employee engagement; it is an interesting exercise since help us to understand why we should implement correction in our management style in order to retain talents and best performers inside the company. The 5 level of Maslow can be somehow translated into the engagement level of the employee as showed in the image. So let try to understand the 5 levels. This five stage model can be divided into deficiency needs and growth needs. The first four levels are often referred to as deficiency needs and the top level is known as…
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I was reading an interesting article about micromanagement (Why Is Micromanagement So Infectious?) that forced me to write again on management issue. My interest is on the implication of a micromanagement attitude on a team with a focus on expert management. In business management, micromanagement is a management style whereby a manager closely observes or controls the work of subordinates or employees. Micromanagement generally has a negative connotation. Micromanagement classic symptoms are the lack of delegation, the imposition of company rules regardless their effectiveness or fairness, the not contextualization of task and goals, the trivial focus on the lesser details…
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Industry 4.0. a cultural revolution before a technology one by Antonio Ieranò We are used to deal with linguistic expressions consisting of a name and two wagered numbers whose second is a zero: Type 2.0, 3.0, 4.0 and so on. Referenced in ascending order, the figures would suggest an evolution, a transition to a more advanced version (or up to date one) of a given situation or a certain object. Among the first to show itself, and the best known not only among the experts there is definitely “web 2.0”. It is a fascinating phenomenon from an ideal point of…
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Industria 4.0. Rivoluzione culturale prima che tecnologica Siamo ormai abituati ad avere a che fare con espressioni linguistiche costituite da un nome e due numeri puntati il cui secondo è uno zero: tipo 2.0, 3.0, 4.0 eccetera. Messe in ordine ascendente, le cifre dovrebbero suggerire un’evoluzione, un passaggio verso una versione più avanzata (o aggiornata) di una data situazione o di un certo oggetto. Fra le prime ad imporsi e più note non solo fra gli addetti ai lavori c’è sicuramente “web 2.0”. Si tratta di un fenomeno affascinante dal punto di vista ideale, che ha fatto cultura, che ha…
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Learning from mistakes is not an easy task to accomplish It is common to read that we should learn from our mistakes. It is absolutely true. The problem when we talk about mistakes is to learn how to recognize a mistake, and which lesson we can take from it. Although it seems a simple task to accomplish, it is one of the hardest to do. Recognize a mistake The mistake analysis is a serious thing. First of all we should be able to recognize a mistake Then we should analyze what kind of mistake we are dealing with After we…
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Qualche volta bisogna ammetterlo, certi personaggi non sono come gli altri, hanno la capacità di segnare la cultura di un paese in maniera indelebile. Marco pannella è deceduto oggi. Un combattente, uno che ci credeva fino in fondo. Magari potevi non essere d’accordo con le sue battaglie, ma credo che in pochi abbiano il coraggio dimostrato da questo leone della politica. Uno che si è speso senza tregua fino alla fine per le sue idee; idee di libertà, giustizia ed uguaglianza, non dimentichiamolo. Verrà forse ricordato per la sua battaglia vittoriosa per il divorzio, o per le mille battaglie successive, ha…
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Have you ever considered the fact that the “best place to work” is something a security chap should take into serious consideration? A lot of people keep thinking that security is all about one of that technology, most of those expert master perfectly one of another specific technology and think they have the sacred graal of security. Since I am not so a big tech expert I am allowed to think that security isn’t in that specific technology, but in a systemic approach where technology cover just one part, and is just a part of a whole process. One of the aspect…
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So Cryptography would be a National Security Issue? I’m tired to be polite and politically correct when talking about encryption. Let us be clear and honest, all those crypto_war is a pile of crap. Every time I heard someone claiming that we should not enforce strong cryptography I wonder: to they have the slightest idea what they are talking about? Probably not, considering also most of the objections against cryptography I heard. Listening to those “enlighten” minds it seems that without cryptography the world be a sort of heaven where intelligence could have the possibility to solve any criminal case. And…
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