#silence

gennaio 8, 2020

pontealdamerini

Perchè il silenzio?

Uno dei luoghi più famosi a Milano sono i Navigli. Luogo magico, artificiale e spesso rumoroso.

Sono stati creati per costruire il Duomo e quelli rimasti rappresentano uno dei luoghi magici a Milano: tra tanto cemento, scorre l’acqua. Acqua che arriva da lontano e punta il mare. Ora sono soprattutto il luogo del divertimento, dell’aperitivo!

Qui c’è un ponte dedicato ad una grandissima poetessa: Alda Merini

Non sono un grande esperto di poesia, ma apprezzo questa sua frase:

“Mi piace chi sceglie con cura le parole da non dire”

Nella vita di tutti i giorni e soprattutto nel lavoro ho sempre inseguito l’obiettivo di comunicare in maniera efficace. Per fare questo il silenzio o meglio chi “domina” il silenzio, comanda!

Why silence?

One of the most famous places in Milan are the Navigli. Magic, artificial place and noisy.

They were created to build the Duomo and the remaining ones represent one of the magical places in Milan: between so much cement, water flows. Water that comes from afar and points to the sea. Now you can find aperitivi and happy hour!

Here there is a bridge dedicated to a great poet: Alda Merini

I’m not a great poetry expert, but I approve this phrase of his:

“I like those who carefully choose the words not to say”

In everyday life and especially in work I have always pursued the goal of communicating effectively. To do this, silence or rather who “dominates” silence, commands!

 

#cosa seguo

settembre 26, 2019

 

IMG_2592

Piccolo rissunto su i topic che seguo di più per cercare di far crescere il business:

 

Giovanni Battista Pozza

il mitico Raffaele

 

– tutto su linkedin

-seguite la Camere di commercio, in particolare quella Spagnola

 

Sintetico e spero efficacie

 

 

#Blogaziendale

novembre 25, 2018

scrittura

 

Mi piace curiosare e con Matteo Quinto abbiamo scritto questi  articoli:

 

Quale sarà il prossimo?

#Non leggetelo, don’t read it!

novembre 25, 2018

Cattura

E’ fine anno e sto preparando un’importante riunione. Si chiude un periodo e se ne apre un’altro; soprattutto quei momenti che mi fanno pensare.

 

Cosa faccio? Vendo? come vendo? Passaparola, un brand b2c fortissimo, linkedin, blog della mia azienda, Pointdrive, il mio blog, i colleghi, la vendita interna, i meeting con i clienti, le campagne b2b (Hr, Legal community, Forum Pa, Travel manager community e …….), le fiere, insomma lead generation e una piccola percentuale di porta a porta.

Una cosa (il porta porta) che ti tiene accesso. Perchè? Perchè ti tiene concentrato, ti costringe a comunicare in maniera pragmatica, ti obbliga ad ascoltare, a notare tutto e soprattutto a chiudere. Qualità principale di un venditore.

La chiusura rimane essenziale. Come si dice in Berendshon, se non scrivi (non chiudi l’ordine), non hai fatto nulla.

Ricordi, ricordi ricordi….

Piu di vent’anni fa , il primo giorno di lavoro con un contratto vero.. Tre mesi  come addetto alle vendite nel reparto sci di una grande catena .  Briefing iniziale, senza fronzoli: parcheggia lontano dall’entrata del mall (i posti davanti e comodi, sono per i clienti), divisa sempre in ordine, stai sempre in piedi e  sorridi sempre.    Capisco al volo il messaggio; il cliente è al centro e tutto deve ruotare intorno a lui.

Mi laureo, comincio il mio primo  lavoro ……  responsabile commerciale. Vengo accolto in filiale dal mio mentore Cristiano Colombari, mi istruisce con:

-una cartina di Milano, cap 20122

-alcune brochures

-mi fa fare due o tre prove di entrate, quello che poi tutti avrebbero chiamato “elevetor pitch

-e due strumenti  rivoluzionari lista 100 (i clienti da non toccare!!) e la lista prospect ( quelli che diventeranno clienti)

Grande scuola, completa , totale, ciclo di vendite a 360°…..ricordo ancora con piacere persino il crm (noto nemico del venditore) il mitico Olè. Li’  ho imparato che il metodo e la costanza sono le cose che fanno la differenza.

Poi è arrivata la multinazionale del beverege. Lì il gioco si fa piu sporco. Non avevo una piccola parte della città, piena di educati, puntuali e corretti Hr manager!!

Avevo un’intera regione! Una regione piena di traffico, code , autostrade intasate…Dovevo imparare a riorganizzare le mie giornate.

Non avevo piu dei correttissimi ed educatissimi Hr manager, ma dei simpaticissimi e furbissimi distributori di bevande, la loro rete vendita e i loro clienti Horeca. E qui ho imparato: “prima di parlare, ascolta, ascolta, ascolta.”

Dovevo gestire una montagna di dati; solo excell e le sue funzioni mi hanno salvato.

Prima di arrivare a car2go, c’è stato un passaggio essenziale.

Far crescere una società di vendita porta a porta indirizzata ad una clientela business (b2b)

Forse la vendita piu difficile che ho mai fatto. Una vendita che mi ha portato in quasi tutta Italia, a partecipare a corsi di vendita in tedesco, in italiano, in inglese. Un vendita  che ti insegna la massima umiltà, l’attenzione ad ogni particolare, a guardarti dentro, a non pesare le persone a priori  e a comunicare adattandoti alle persone.

..  e ora car2go, anzi ShareNow.   Una rivoluzione nella mobilità, ma non solo.

Il cliente è al centro e tutto ruota intorno a lui. Anni intensi due start up  ( Milano e il servizio b2b in tutta Italia e poi Madrid) .  Chiudo con una ripetizione: “un bravo venditore deve chiudere”.

Ma questo non basta piu:

  • deve  studiare (Udemy, Coursera…..)
  • deve frequentare gli eventi piu importanti
  • deve gestire bene i dati
  • deve conoscere excel, Tableu, SalesForce, Einstein,  Json e saper dialogare con la propria B.I.
  • deve guardare tutti i giorni Linkedin, Sales Navigator
  • deve saper aspettare che un lead si trasformi in client…..

 

………..deve essere un curioso, esploratore.  Per qualsiasi cosa contattatemi

 

 

English version

It is the end of the year and I am preparing an important meeting. A period is closed and another is opened; especially those moments that make me think.

 

What I do? I sell? how do i sell Word of mouth, a very strong b2c brand, linkedin, my company’s blog, Pointdrive, my blog, colleagues, internal sales, meetings with customers, b2b campaigns (HR, Legal community, Forum Pa, Travel manager community e. ……), the fairs, in short, lead generation and a small percentage of door-to-door. One thing (the door) that keeps you access. Why? Because it keeps you focused, it forces you to communicate pragmatically, it forces you to listen, to notice everything and above all to close. Main quality of a seller. The closure remains essential. As they say in Berendshon, if you don’t write (don’t close the order), you haven’t done anything

 

Remember, remember memories …

More than twenty years ago, the first day of work with a real contract. Three months as a sales person in the ski department of a large chain. Initial briefing, no frills: park away from the entrance of the mall (the front and comfortable seats are for customers), always divided in order, you always stand up and always smile. I understand the message on the fly; the customer is at the center and everything has to rotate around him.

I graduate, I start my first job …… sales manager. I am received by my mentor Cristiano Colombari at the branch, he instructs me with:

– a map of Milan, cap 20122

– some brochures

– he makes me do two or three proofs of income, what then everyone would call “elevetor pitch”

-and two revolutionary tools list 100 (customers not to touch !!) and the prospect list (those that will become customers)

Great school, complete, total, 360 ° sales cycle ….. I still remember with pleasure even the crm (known enemy of the seller) the legendary Olè. There I learned that method and constancy are the things that make the difference.

Then the multinational beverege company arrived. There the game gets dirtier. I didn’t have a small part of the city, full of polite, punctual and correct HR managers !!

I had an entire region! A region full of traffic, queues, jammed highways … I had to learn to reorganize my days.

I no longer had the most correct and educated HR managers, but the very nice and very clever drink distributors, their sales network and their Horeca customers. And here I learned: “before speaking, listen, listen, listen.”

I had to manage a mountain of data; only excell and its functions saved me.

Before arriving at car2go, there was an essential step.

Grow a door-to-door sales company targeted at business customers (b2b)

Perhaps the most difficult sale I’ve ever made. A sale that brought me to almost all of Italy, to take part in sales courses in German, in Italian, in English. A sale that teaches you the maximum humility, the attention to every detail, to look inside, not to weigh people a priori and to communicate adapting to people.

.. and now car2go, indeed ShareNow. A revolution in mobility, but not only.

The customer is at the center and everything revolves around him. Intense years two start-ups (Milan and the b2b service throughout Italy and then Madrid). I close with a repetition: “a good salesman must close”.

But this is not enough anymore:

must study (Udemy, Coursera …..)
must attend the most important events
must manage the data well
must know excel, Tableu, SalesForce, Einstein, Json and know how to dialogue with their B.I.
must watch Linkedin every day, Sales Navigator
must know how to wait for a lead to turn into a client …..
……….. must be a curious, explorer. For anything contact me

 

 


				

#outofthebox

agosto 9, 2018

 

IMG_20180809_145458.jpg

 

People out of the box fascinate me.

They fascinate me very much so I have committed myself to study them. Because? to steal some secrets from them. To date, I have extracted these characteristics:

  1. Never give up. They are like those ultra-marathon runners who compete in crazy races of 60 km and more
  2. They are equipped but not weighed down. They are people who have a structured thinking, but at the same time they have an essential baggage. They are mentally agile.
  3. To make another example relevant to sport, or at least to fatigue. They are people comparable to mountaineers or “modern” pilgrims
  4. They manage to unite more cultures. They know how to talk about classical subjects but at the same time they act according to a rigorous scientific method.
  5. They listen, they listen and they very much.
  6. One last thing, but perhaps the most important are curious

Would you add anything else? Would you take something away?

To be sure this summer I will read a lot. First on the list:

Factfulness: Ten Reasons We’re Wrong About the World–and Why Things Are Better Than You Think

Hans Rosling

 

Le persone out of the box mi affascinano.

Mi affascinano moltissimo perciò mi sono impegnato a studiarle. Perché? Per rubare loro alcuni segreti. Ad oggi ho estratto queste caratteristiche:

  1. Non mollano mai. Sono come quegli ultra-maratoneti che si cimentano in corse folli da 60 km e più…
  2. Sono attrezzati ma non appesantiti. Sono persone dotate di un pensiero strutturato, ma nello stesso tempo hanno un bagaglio essenziale. Sono mentalmente agili.

Per fare un altro esempio attinente allo sport, o comunque alla fatica, sono persone paragonabili agli alpinisti o ai “moderni” pellegrini

  1. Riescono ad unire più culture. Sanno parlare di materie classiche ma nello stesso tempo agiscono secondo un rigoroso metodo scientifico.
  2. Ascoltano, ascoltano e ascoltano moltissimo.
  3. Un’ultima cosa, ma forse la più importante, sono curiosi.

Aggiungereste altro? Togliereste qualcosa?

Quest’estate leggerò moltissimo. Primo libro che leggerò

(l’ho già incominciato…)

Factfulness di Hans Rosling

#digitalwordofmouth

maggio 8, 2018

passaparola

Digitalization is a theme that fascinates me. It will impact on everything.

Where it will have a devastating impact is mobility!

We have to move.  Tout le monde; children, young people, elder ….

It is a change not only received by millenials and digital natives, but is transversal. Spontaneous and pushed wordofmouth  (car2friends) knows no boundaries.

Another engine of change are companies? because ?

In this field travel managers or those in general who are interested in business mobility can become (and must become) a digital mobility leader.

Pushing not only the purchase price, but above all looking for experiences that improve the lives of colleagues.

Digitization is putting the focus of marketing, design and therefore also travel:

the person.

In this way two objectives are achieved:

  1. Better mobility in the company
  2. Colleagues who are beginning to appear on the digital world

 

Some ideas:

La digitalizzazione è un tema che mi affascina.  Impatterà su tutto.

Dove avrà un impatto devastante è la mobilità!

Tutti ci dobbiamo muovere, bambini, giovani, meno giovanni….

E’ un cambiamento recepito non solo dai millenials e dai nativi digitali, ma è trasversale.  Il passa parola spontaneo e spinto (car2friends) non conosce confini.

Un altro motore di cambiamento sono le aziende? perché ?

In questo campo i travel manager o chi in generale si interessa di mobilità in aziende può’ diventare e deve diventare un digital leaders.

Spingendo non solo il prezzo di acquisto, ma sopratutto  cercando esperienze che migliorino la vita dei colleghi .

Digitalizzazione è mettere al centro del marketing, del design  e quindi anche del travel:

la persona.

In questa maniera si ottengono due obiettivi:

  • migliore mobilità in azienda
  • colleghi che cominciano ad affacciarsi sul mondo digitale

 

Alcuni spunti:

Alessandro Rimassa

Rosemarie Caglia

Andrea Guizzardi

 

 

#howmuchtechareyou?

aprile 4, 2018

tech

How much techological are you?

Why is it so important?  I’m reading the book “evolution of Technology” (George Basalla) and the first thing that i learned is:

we are not (only) what we are or what we think to be, 
but we are the result
 of the technologies we use.

So a company is not only :

  • its history;
  • a credit check
  • an adress
  • only data

But the company is the result of the technoly used  internally . 

My expertise is about mobility, in particolar the last and the first mile.

Please visit our website

#organization

marzo 26, 2018
#ditalnomads #smartworking

#ditalnomads #smartworking

Who are the “digital nomads”? They are subjects who are not obliged to always work in a fixed position! They move. They can start the day at home, then take a train or an airplane and have an appointment in Rome or Stuttgart. In mid-afternoon they have a conference call and in the evening they have an online course. Meanwhile in the world does not stop; you receive emails, you must send reports, submit offers … ….

 

I consider myself one of them, more precisely, a sub-category, a turnover-hunter. I move between Milan, Turin, Florence and Rome, looking for business for my company.

What do these people need? They remain linked to a “big obligation of result” towards the company or towards oneself.

 

Well then you have to give the rhythm, you have to organize yourself.

 

  • Youl live by making lists and checking the result
  • You haven’t a fix office 
  • You must be pragmatic, when you open a possibility of closing the deal, act and close.
  • You must say no, you must rationalize your time and your strength to the maximum by deciding where to invest them.
  • You care your Communication or better when: synchronous or asynchronous? I would be for 80-20? On 100 mails that arrive to me,  I tend to answer in an “asynchronous” way,  taking the right time, at 80%.  Only at 20% do I give  immediate feedback.
  • Last aspect, here I am part of who I want to examine is how these digital nomads move.  Smart Mobility. They don’t need  a car,  scooter…..  they  need only a smart phone and via app they  buy air tickets, trains and rent a car. In  general they prefer mobility services with characteristics: user-friendly, easy and scalable.   In particular, for Italian contest, the service must address to own company (they need to put vat number on the expense)

 

 

 

 

 

Sites, Articles and Authors to deepen:

www.nomadlist.com

Giovanni Battista Pozza 

www.nomadidigitali.it

www.copernicomilano.it/magazine/nomadi-digitali/#

car2goforbusness

 

#Safe Havens

marzo 2, 2018

c workingI like exploring. Find me in new situations. Discover unknown places.
Doing the same thing everyday drives me crazy.
In addition, as my friend Diego Divenuto says, there are no longer
the fixed objectives of the legendary Smart.
Everything changes very quickly and the new password is V.u.c.a. :

Volatility, Uncertainty , Complexity and Ambiguity

are terms taken from the military, from the American army. What does this mean for an urban explorer looking for perennial turnover, like me? You have to have comfortable places to work, where to sit with a coffee and a fast and safe network. These places remind me of the landings that sailors use before and after long journeys.

I recommend three: 3 coworking.

  • the first one is ufficidiportavolta: it is in Milan, close to everything.
    It has an exceptional quality / price ratio.
  • The second or the second are the Talent Garden coworking: they are in many parts of Italy (and not only). Attending to them, following them and reading their books means understanding how digitalization will change everything.
  • The third parties are the friends of Coperni.co: here I am a bit involved. I closed a co-marketing with them. In addition to having created beautiful places to work, their co-working have the advantage of being deeply Italians !!

 

Mi piace esplorare. Trovarmi in situazioni nuove. Scoprire posti sconosciuti. Fare tutti i giorni la stessa cosa mi fa impazzire. In piu’ come dice il mio amico Diego Divenuto non esistono più gli obiettivi fissi i mitici Smart. Tutto cambia velocissimamente e la nuova parola d’ordine è V.u.c.a. Volatility, uncertainty, complexity and ambiguity e sono termini  presi dall’ambito militare, dall’esercito americano.

Questo cosa vuol dire per un esploratore urbano alla ricerca perenne di fatturato, come me? Devi avere dei posti comodi in cui lavorare, dove sederti con un caffè e una rete veloce e safe. Questi luoghi mi ricordano gli approdi  che i marinai usano prima e dopo dei lunghi viaggi.

Io ve ne consiglio tre: 3 coworkings.

  • Il primo è ufficidiportavolta: è a Milano, vicino a tutto. Ha un rapporto qualità prezzo eccezionale.
  • Il secondo o i secondi sono i coworking di Talent Garden: sono in tantissime parti d’Italia (e non solo). Frequentarli, seguirli e leggere i loro libri vuol dire capire come la digitalizzazione cambierà tutto.
  • I terzi sono gli amici di Coperni.co: qui sono un po’ coinvolto. Ho chiuso un co-marketing con loro. Oltre ad avere creato dei posti bellissimi in cui lavorare, i loro co-working hanno il pregio di essere profondamente italiani!!

 

 

 

#Mobility revolution is coming….

marzo 1, 2018

 

mobilità dolce

By now, from October 2013, I have been working in car2go. I can proudly say that we participated actively and with a predominant role in the mobility revolution in Italy. We were the first, those with the most intuitive and the smartest. What an adventure guys!

 

Then  friends of Mytaxi and Flixbus arrived. Like us, everything is easy and  Smartphone-based.

Another important step, given I deal with b2b, was the opinion of the Agenzia dell’Entrate on the deductibility of the car.

Step by step: it is opening in my opinion, another world with the possibility to rent, not just buy, the buses. I am not an expert in this area, but I am always in favor of possession and variable costs!

Last but not least, because you must always have an eye on the local, is the opening of the bike depot in Pavia Rail Station. You image  how it would encourage a smoother mobility, the opening of such sites at every junction point, in every city or in every Italian village.

I was forgetting another fundamental step: the possibility of buying Trenord tickets through Satispay. Just queues, just cash, with two clicks you can even buy a Trenord ticket.

Because I mentioned cars, bikes, trains and bus hire etc … because as a citizen I say that better mobility will be achieved with greater integration of the actors involved in mobility.

So the road is long (but) and something moves.

 

The better mobility is moving on! How the peaple moves,   is important. End the things? something is happened! do you know in Italy, do you Po’ river? See here   

Isola Serafini’s navigation basin, in the Piacenza area –
the most important hydraulic engineering project ever built in Italy,
is ready.
Po river returns to be a strategic waterway for
business and tourism from the Adriatic to Milan.

Something new?

Sure every moment see this: Blockchain and urban mobility!

and then the big bang.

Here there are a lot of imput, similar to a Brain Storming!  Only trying all these new mobility tools, we  will be able to live better!

 

 

Ps: if you really want to be informed about mobility the names to follow are:

walking.PNG