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Do You Mean Business? Technical/Non-Technical Collaboration, Business Development and You Paperback – April 6, 2012

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Editorial Reviews

Review

"Engineers who master the art of sales and marketing are a highly valuable asset." - Nancy Nardin, Founder, Smart Selling Tools™

"Shows you what actually works in today's business environment." - Jill Konrath,  Selling to BIG Companies and SNAP Selling



"A 'must-have' resource for all individuals (technical and non-technical) looking to grow their careers." - Ben Matthews, P.E., Project Manager, Global Engineering and Design

"Should be the required 'field manual' for any entrepreneur, sales or engineering leader." - James R. Kanary, Business Unit Mgr, Healthcare IT industry

"Shows you what actually works in today's business environment." - Jill Konrath, author: Selling to BIG Companies & SNAP Selling

"Engineers and business development professionals can achieve success by communication, comprehending customer needs, and working collaboratively." - Matt Barcus,  CivilEngineeringCentral.com

About the Author

Babette N. Ten Haken holds degrees from Washington University, St. Louis MO and University of London, UK. Her successful career in scientific, marketing research, and sales roles led to the creation of her firm, Sales Aerobics for Engineers, LLC, where she works with technically-focused companies, enhancing team performance for revenue generation.
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Product Details

  • Paperback: 250 pages
  • Publisher: Spinner Press, LLC (April 6, 2012)
  • Language: English
  • ISBN-10: 0984898654
  • ISBN-13: 978-0984898657
  • Product Dimensions: 6 x 0.5 x 9 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (18 customer reviews)
  • Amazon Best Sellers Rank: #1,603,399 in Books (See Top 100 in Books)

More About the Author

Hello and welcome to my Author Page! I'm Babette Ten Haken, Founder & President of Sales Aerobics for Engineers. I'm focused on helping you inject entrepreneurial mojo into your career, your startup businesses, small businesses, and divisions of large companies. I was trained as a scientist and enterprise-level strategic facilitator. I had to develop my own cross-functional collaboration skills when I crossed over to the new product development, customer-driven design, and sales & selling side of the business development table.

Why? In working with my own teams, I identified a huge gap in cross-functional collaboration. There was a disconnect in the "soft skills" and communication skills required for successful sales and engineering teams. That's why I developed an impactful toolkit of collaboration and team-building techniques which gets everyone on the same page. I focus today's small businesses and startup businesses on leveraging collaboration to create, manage, and drive business and revenue outcomes.

Business development is part of everyone's job function, stated or not. How do YOU mean business and revenue for your company? How can adding a collaboration toolkit enhance your own professional development?

Babette Ten Haken provides technical and sales people, startup CEOs, and other sellers, a solid strategy for how to explain a product, its benefits, and its value in ways that buyers and investors can easily understand and sellers can comfortably present.

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2 of 2 people found the following review helpful By Sam on June 12, 2012
Format: Paperback
For many people with technical backgrounds, sales and selling are synonymous with distasteful and disdain. Yet when the product inventor becomes the boss (of their own company with one employee or a large company of thousands), he or she is suddenly thrust into a world that is unfamiliar and uncomfortable. Yet it is a world that is obviously necessary for personal and business success.

Like most of us when we're put in stressful situations, we fall back on what makes us most comfortable. And for technical people, that can often be using jargon, buzz words, and language that makes sense with like-minded (and typically more intelligent) individuals. However unfortunately, in the sales world, nothing can turn off a potential customer faster than using words and concepts that the buyer doesn't understand.

Babette Ten Haken provides technical people, and really anyone who sells for a living, a guidebook on how to explain a product, its benefits, and its value in ways that are easily understood and comfortable for both the buyer to hear, and the salesperson to sell. In reality, almost everyone in business is a salesperson whether the title "sales" is on a business card or not. From the receptionist to the product manager to the CEO, almost everyone in a company comes in contact with a prospect sometime during the day. What Babette shows is a simple methodology that anyone can follow to make selling comfortable, and even fun.

Another important point that Babette's book covers in detail is that selling does not necessarily mean only to the outside world. Every day, the technical person needs to sell his or her concepts internally within a company.
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2 of 2 people found the following review helpful By Robert Terson on April 26, 2012
Format: Paperback Verified Purchase
"Do YOU Mean Business?: Technical/Non-Technical Collaboration, Business Development and YOU" isn't just another sales book. It's a business book, for everyone in your organization. Babette sees business development as part of everyone's job description. She believes everyone needs to understand how their job function affects the colleagues they hand their work over to. It's like a 4x100 meter relay race--the individual running one leg of the race has to smoothly hand that baton off to the next runner, who'd better be in position with her hand extended to receive that baton and sprint off.

"Do YOU Mean Business?" is about everyone in the organization getting to the finish line together. It's about technical folks learning how to talk business, and sales and marketing folks learning how to talk about the technical aspects of the project. It's about finding out what the common denominators are, so that you can leave the techie lingo or sales spiel at home.

At a time when we're all pondering how to develop business, Babette Ten Haken has given us a book that pulls it all together. Business development is dynamic and collaborative; no more "us versus them."

I know you'll enjoy reading her book and putting her suggestions into action. More importantly, this book will make you money. Buy your copy now!
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1 of 1 people found the following review helpful By Conrad on April 12, 2013
Format: Paperback Verified Purchase
"Do you mean Business?" If studying management, business/industrial pyschology and/or business communications this is a good book to have, for it will provide context and examples for the abstract theory you are studying. If studying science or engineering then the book will provide insight into how the organisations you will work for actually work. If already employed then no matter what your job role the book will be useful.

Modern enterprises rather than being systems specifically designed to fullfill a function have instead evolved to being random collections of occupational groups. If the business enterprise just considered as a machine, then you are just a cog with in that machine: and can be replaced by any other such cog. But if the enterprise is considered to be a higher form of life (refer James Lovelocks definition of life), then you as an individual breathe life into the enterprise. The enterprise can become an extension of self and provide security well into the future. A business enterprise can be considered a tribal society unhindered geographical boundaries, it can operate as a village providing food, clothing and shelter for its members.

But it cannot be so, if it operates as a battle ground for waring individuals, with battle lines drawn between occupational groups, between owners and employees, and customers and the enterprise. With everything always being somebodies elses responsibility: not my job. All are in the same boat, and if the ship sinks then all go down.

In a typical silo'd enterprise, sales sells that which engineering cannot design and production cannot make. Customers are dissatisfied because product doesn't live up to expectations.
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Format: Paperback
That's the question Babette asks throughout the entire book. What do you bring to the table in all that you do? What are your core competences. Don't be deceived. While Babette exhibits incredible insight into sales and engineering, this book is neither about sales nor engineering; it's about personal development. It's about YOU.

As far as I can tell, there are three essential themes: 1) Playing well with others, 2) Taking responsibility for your company's revenue generation, and 3) Enhancing your personal brand?

1. Playing well with others...
Babette opens up her book talking about the "us vs them" mentality in organizations. It's always sales vs marketing. Engineering vs sales. Manufacturing vs engineering. People tend to be more worried about defending their roles than they are I'm creating end-value to the organization. Babette calls out this silliness and encourages people to think beyond their titles/departments to the actual roles they play I'm revenue generation for the organization. "The common denominator across everyone's job descriptions, whether stated explicitly or not," she says, "is revenue generation." If people keep this common goal in mind, they'll be able to play together much more nicely...

2. Taking responsibility for your company's revenue generation.
No matter what your title is, you have a role to play in generating revenue for your organization. And it's YOUR responsibility to prove the value that you provide. As Babette says, "You are your job's CEO." You should think like a CEO and act like a CEO. Not only are you the CEO of your life and your long-term career, but you are accountable for the results generated by your specific job's functions. You are the CEO of your role. Take ownership.
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