Always Be Closing: 3 Reasons to Redefine the ABC Sales Mindset

Always Be Closing has been a mantra for sales professionals since it was introduced in the 1992 movie Glengarry Glen Ross. Alec Baldwin’s character, Blake, is tasked with motivating a group of salespeople and strongly emphasizes that they should Always Be Closing (ABC) no matter what.   

The philosophy behind ABC is that sales professionals should focus 100% of their efforts on closing deals. ABC places pressure on sales professionals to use any tactics necessary to close a deal; and prioritizes persistence, determination, and ruthlessness.  

Without a doubt, the ABC mindset has helped sales professionals deliver KPIs and hit sales targets for years. However, sales professionals can’t only rely on ABC in today’s increasingly competitive B2B sales landscape. Here are three reasons why:  

 

1. B2B Customers are Smarter 

Today’s B2B customers are less susceptible to sales gimmicks and empty promises.  

They want to see real business use cases, data-driven results, and ROI. They would have already done their research about a product rather than asking a sales professional for it. Traditionally, ABC favors the salesperson in the sales process, completely ignoring the customer’s needs. This approach will only spell disaster with well-informed B2B customers.  

In fact, 61% of buyers have a positive sales experience when the sales professional is not pushy or aggressive (HubSpot). This is why building customer trust is paramount. Research by Gartner found that customers are more inclined to make a purchase when they trust a sales professional. The customer holds more power in today’s B2B sales landscape as they are smarter and savvier with the accessibility to information and reviews online.  

Consequently, today’s sales professionals have to spend more time generating leads, strategizing, and following up with customers rather than closing a sale. The focus has been shifted to the needs of the customer, rather than the seller. As Dale Carnegie famously said, “People don’t want to be sold to; they want to feel as if they’re buying.” 

 

2.  Personalization is Valued   

Instead of ABC, why not give Always Be Helping (ABH) a go? Coined by HubSpot, ABH focuses on understanding the pain points of the customer and finding solutions to their challenges. In contrast, the high-pressure approach of ABC may leave customers feeling like an ATM machine instead of a human. ABC may also hurt your company’s reputation if word gets out that aggressive sales tactics are being used, harming the chance of gaining new customers in the future.  

Today’s B2B customers expect a personalized and engaging purchasing experience, with 72% of them expecting vendors to personalize the sales process to their needs (Salesforce). With the ABH mindset, sales professionals can assist prospects at any stage of the sales funnel and create a customer-centric experience by providing resources and guidance to solve their challenges.  

The availability of tools and technologies today allows sales professionals to efficiently create solution-oriented strategies. CRM software, data analytics, and AI are powerful tools that can help sales professionals create personalized experiences for prospects. Sales professionals can also work with lead generation partners like ME Matchmaking that provides target group insights, a summary of investment areas, and list of pain points to help them tailor a personalized experience for each customer.  

By centralizing customer data, providing insights into customer behavior, and recommending next steps, these technologies can help sales professionals better understand their prospects’ needs and deliver more relevant and engaging outreach. 

 

3. Networking is the New Selling  

Successful sales professionals understand the value of networking and having a social presence. According to Salesforce, 58% of high-performing sales professionals have strong social network capabilities and know how to harness the power of social media platforms. Data on prospects is widely available on social media platforms – giving sales professionals no excuse not to do their research and connect with prospects directly online.  

Other than networking online, sales professionals can join in-person events with their target audience in attendance. At in-person events, sales professionals can connect with prospects directly and plant the seeds for a long-lasting business relationship. In addition, prospects can also put a face to a company when they interact with sales professionals in real life.  

The ABC practice asks sales professionals to abandon leads once they are cold and move on to finding new ones. Networking online or in-person presents numerous opportunities for sales professionals to reignite a connection with cold leads and nurture them into deals. In fact, the Demand Generation Report noted that events are the most effective lead generation strategy, at 68%. For example, ME Matchmaking clients can attend full-day invitation-only local events where sales professionals can network with hundreds of top decision-makers in the region under one roof. 

 

A modern B2B sales professional’s role has expanded beyond closing. It’s about connecting with prospects, understanding their needs, and offering solutions that can drive business results. Therefore, sales professionals should combine the ABC approach with modern sales practices to create value, build customer trust, and foster long-term professional relationships.  

How Business Leaders Can Leverage AI’s Economic Power

AI is transforming the global economy, disrupting traditional industries, and creating new opportunities for growth. The potential for economic advancement is undeniable as businesses adopt AI to boost productivity, enhance decision-making, and meet evolving consumer demands.  

What tools and knowledge do business leaders need to navigate the complex landscape of AI and capitalize on its potential? In our exclusive interview, Mohamed Roushdy, Digital Transformation and Fintech Advisor at IFC – International Finance Corporation, United Arab Emirates; shares valuable insights and answers.  

 
Mohamed Roushdy is an experienced information technology professional with a track record spanning over 25 years in various industries and business segments such as financial services, real estate, and advisory services. He is currently the Digital Transformation and Fintech Advisor at the IFC – International Finance Corporation, United Arab Emirates; and the Founder of FinTech Bazaar. His previous positions as CIO and CXO advisor have laid a strong foundation for his ability to lead teams to successfully complete major business and digital transformation programs.
 

What is the overall economic impact of AI? Which sectors are benefiting from AI the most?

AI will impact the economy in four ways. The first thing is efficiency improvements, and we’re going to see a lot of use cases for AI eliminating repetitive work. Efficiency here is key, with the help of AI, machine learning, and deep learning. Secondly is risk mitigation. AI has been used for years to detect fraud.  Next is revenue growth, how much will AI contribute to my GDP? The revenue streams will come because of AI. This ties to the fourth element which is customer experience. These are the four pillars when we talk about AI in any industry. 

The most impacted industry would be healthcare. Going back to COVID-19, AI and big data brought the vaccine to life within a few months. Other sectors include financial services where there are many use cases already. And then retail and e-commerce, agriculture, and transportation.  

 

Where do you think AI is on the Gartner Hype Cycle?

I agree it’s now at the top of the hype cycle, but AI development started a long time ago. We are now moving within two to five years from the hype cycle to the mainstream and actual use cases. We are coming out of the hype, and I would say there is a triangle of technology — AI, blockchain, and IoT. AI is the one that is going to deliver great value and pass the hype.  

 

Going back to efficiency — what are your thoughts on AI’s impact on the workforce?

Most repetitive work will go. This will displace a great number of employees, I think studies are saying by 2030, AI will displace 85 million workers. This number looks scary, right? But AI will also generate 97 million jobs. So, the net is positive, not negative.  

Seeing what’s happening here, we need to ensure organizations and governments are reskilling and upskilling the workforce.  

The same workforce that does repetitive work in your company knows your business well. You cannot just let them go.  

You have to take the same people, reskill them, and put them elsewhere in your organization. AI will affect the workforce but it’s a positive impact. Upskilling and training are very much required.  

 

It’s difficult for people in the workforce to imagine this new way of working. What’s the role of a business leader in this transition?

Training and awareness are important to open new avenues for them, and this extends to governments as well. Business leaders have a social responsibility to get this segment trained and moving ahead. As I said, the number of jobs generated by AI and machine learning will be higher than displaced jobs. But we have to make sure that employees are being trained.  

I remember one professional I met at a forum saying, “You have to learn how to learn.”  

This is really the time we must learn how to learn. 

Nowadays, people don’t only learn by going to school or taking a course. There are many ways you can learn online. There needs to be resources and guidance for employees around AI and machine learning. This is very important for the new era. 

 

What are your thoughts on the relationship between data regulation and innovation?

A very important concern about AI and machine learning is data privacy.  

We are seeing great moves from countries and organizations to regulate AI use and provide guidelines. For example, the EU AI Act. So, regulatory frameworks and privacy laws are in place to help data privacy. But at the same time, we’re trying to make sure this won’t stop innovation. If you get hit by regulation and stop innovation, you won’t see the benefits. That’s why we’re trying to see how we can balance regulation, convenience, and the ability to innovate

We must also focus on principle-based regulation. This is what most countries are going for. One of the most important things here is AI ethics. For example, there are guidelines for your AI platform or whatever you’re developing that must have AI ethics in place. What’s important is that innovation shouldn’t stop. 

 

How would you advise business leaders to handle risk mitigation around AI?

If there is no risk, there is no reward. It’s important to accept that there is some kind of risk if you want to integrate AI and move forward. But it has to be calculated risk and you have to know how to mitigate them if they happen. Without risk, you cannot innovate. As I said, any guideline should be principle-based and help foster innovation. The developments we see today with AI and machine learning happened because people took calculated risks. Yes, there is a dark side to it like deepfakes. The bad and the good will always be there. But that doesn’t mean you have to stop. I would say today’s technology brings more good than bad. 

 

Can you share an experience of maximizing profit using AI?

I come from banking, and AI enables customer personalization.  

You can know what the customer needs today and in the future. You’ll be able to do things more effectively and generate more revenue because you are doing things differently. The data you have provides more insights; maybe your customer does not need financial services abroad or maybe he needs another product your competitor has. So, you can start doing new things today because of AI, machine learning, and data like bring a new product to the market and potentially bring more revenue to your organization. AI also creates seamless customer experiences.  

When you bring IoT, blockchain, and big data together with AI, the value becomes exponential.  

This combination enables faster transactions, and you’re able to make more deals and make the customer happy with seamless or frictionless experiences. 

 

What is your advice to business leaders on implementing AI successfully?

Implementation is easier said than done. It also needs cooperation from stakeholders. My advice would be to know exactly what you want to achieve and look for a good use case.  

Start with a small use case, bring all the stakeholders within your organization in, and educate them to get the C-level buy-in. Show them the value AI will bring to your organization and the market. The issue with AI is that the algorithm development takes time, as with value and results. You won’t see results six months after implementation. You’re tuning the algorithm, you’re getting the right data, and avoiding AI bias as well.  

There are many resources needed to train a model — budget, people, and more. At the same time, if you don’t have the expertise, try to find good partners to help you get use cases. As soon as you get results and management sees something happening, then you can scale up. You have to go into the journey with a good plan and convince people with results. I think that’s very important. 

 

*The interview answers have been edited for length and clarity.

Former TikTok CSO: How to Tackle the Cybersecurity Talent Shortage

The number of open cybersecurity jobs globally is predicted to reach 3.5 million by 2025, marking a 350% jump over eight years (Cybersecurity Ventures). As the cybersecurity talent shortage continues to be a hurdle for CISOs and their peers, what measures can they take to empower and engage current employees? What can they do to find and attract cybersecurity professionals from an ever-shrinking talent pool?  

We speak with Roland Cloutier, former CSO at TikTok, on why it’s difficult to search for cybersecurity talent, how to adapt to the shifting expectations of today’s young workforce, what cybersecurity leaders can do to make their efforts visible to the rest of the organization, and more.  

 

WHY IT’S HARD TO FIND CYBERSECURITY TALENT

Cybersecurity is a demanding career field involving working odd hours and 12-to-16-hour days. Cloutier comments that only a special group of people can take on that level of mission-focused fight daily. One of the reasons he loves the cybersecurity field is that every day is different. However, this line of work is not for everyone. “The problem solving and understanding the deep issues is never fully complete or transparent. You have to dig for those answers. We hear that a lot from people that don’t end up going into cybersecurity.”  

Cloutier cites these reasons as contributors to the talent shortage:  

  • BROAD, SPECIALIZED, AND ALL-ENCOMPASSING: Cybersecurity has so many specialized areas including cyber defensive operations, incident response, threat management, threat detection, content development, privacy enforcement groups, data defense, and more. “There are so many different aspects that require technical specialties. It’s hard to find talent for all these specific areas.” 
  • DIFFICULT TO UNDERSTAND: “It’s difficult to understand what we need as leaders in this career field, to figure out how to make it easier to understand, and what type of further career programs to have.” 
  • SUPPLY AND DEMAND: Cybersecurity professionals must be highly technical, university-educated, and trade-certified individuals to accomplish the field’s level of depth and understanding.  
 

We’ve got an uphill battle in front of us. But there are a lot of incredible possibilities, especially with today’s new, young, and dynamic workforce.” 

 

HOW TO FIND CYBERSECURITY TALENT

  • HAVE A 10-YEAR PIPELINE: Although the average job lifespan of a global CSO is two to five years, Cloutier advises cybersecurity leaders to have a 10-year pipeline when it comes to finding talent. “In the U.S., it starts in junior high school, and funding organizations in STEM with a cyber flair that are focused on bringing people to the company and understanding the cybersecurity field.” 
  • HAVE A 10-YEAR PIPELINE: Although the average job lifespan of a global CSO is two to five years, Cloutier advises cybersecurity leaders to have a 10-year pipeline when it comes to finding talent. “In the U.S., it starts in junior high school, and funding organizations in STEM with a cyber flair that are focused on bringing people to the company and understanding the cybersecurity field.” 
  • IMPROVE UNIVERSITY ALIGNMENT: Cloutier stresses that university partnerships must be continually aligned with organizational needs. Universities need to have the right disciplines within their undergraduate and postgraduate programs. “We want people to want to come to our companies. Large MNCs should have partnerships with two to four universities. The selection is small enough to directly manage those relationships.” 
  • RECRUIT FROM THE MILITARY AND GOVERNMENT: He adds that many government agencies and militaries today have major cyber programs, cyber commands, and cyber defense organizations that train competent practitioners. “They may not have a traditional path to where they are, but they are great personnel that you can choose from. In Europe, organizations like Europol and Interpol have cyber specialists that come from law enforcement or the military. They have real-life experience and can support your team greatly.” 
 

CHANGING WORKFORCE DEMOGRAPHIC AND REQUIREMENTS  

  • HUMAN CAPITAL MANAGEMENT (HCM): Cloutier stresses the importance of having a designated HR specialist for finding and engaging cybersecurity talent. “The HCM has to become a cornerstone of our organization to ensure that not only are we hiring and retaining people, but implementing programs as part of the business of security to ensure our teams are cared for.” He also mentions that the average age of today’s workforce is getting younger. “How do I engage with that workforce? Who are they and how do they want to be engaged?”  
  • METHODS OF ENGAGEMENT: It’s as simple as sending out a survey to find out how the workforce wants to be engaged. Cloutier says that engagement in the past focused on one-on-ones and direct opportunities to listen to the leadership. He adds that the younger workforce wants weekly engagement on a more flexible basis. “You have to understand your workforce to find out what they are interested in. Engaging with your practitioners is something that all organizations should measure.” 
  • A JOB FAMILY THAT REFLECTS ORGANIZATIONAL NEEDS: “Does your job family reflect the requirements of your business? Face it, none of us have firewall engineer one-on-ones or old network security job positions anymore. We have cloud security engineers and risk and threat analysts. These are very different job descriptions. We have to make sure that our job family reflects that.”  Cloutier adds that today’s workforce wants to join organizations with forward-thinking and leading capabilities. For example, what is the path of an analyst who wants to become a CISO?  “It’s important to have programs in place to train, educate, and elevate them into the next generation of the job family.” 
  • TRUST IS ESSENTIAL: “As a leader, people are going to trust you when they understand what you’re doing. But that has to be transparent for both good news and bad.” Trust, transparency, and articulation are also important to get employees to believe in the company’s mission. “When I was at TikTok, I was there to allow freedom of speech and expression for people around the globe. We embed these concepts as a mission primer and continue to deliver our cyber risk and privacy services with a focus on that. If you can align what an individual is doing to that mission and articulate it to them, you’re going to have a happy employee that’s engaged in that mission and moving it forward.” 
 

“Cybersecurity professionals understand the concept of good and evil, and they want to use their technical skills to do good things and see the impact of their work.” 

 

LEADERSHIP MATTERS, ALWAYS

There are many practitioners that have followed me from organization to organization over the past 20 years. When I asked why they stay, they say that they like working with my leadership and that I empower them to do their jobs well. Continuing to deliver that commitment to engage and be a positive leader is something that’s important to me.”  

Cloutier also highlights these areas for leaders to prioritize: 

  • VISION, KNOWLEDGE, TRUST: “Those who work for us don’t always understand the decisions we make or why, so there’s pushback. But if you share that knowledge and vision of where you’re going, it creates trust and helps them become successful in the organization. Building trust is a major component of that.” 
  • LISTEN, ENGAGE, ACT, COMMUNICATE: Listening is the most important and the hardest. “We’re fighting incidents, we’re trying to gain budget to tackle hard problems. These things take up our time. But stopping and listening to the beat of the organization and what they’re saying is going to make our jobs that much easier.” 
  • WEEKLY TOUCHPOINTS: “With a new workforce, spend 30 minutes a week with the entire organization, a stand-up where they can dial in to ask questions. It really works. I know large global organizations record it and play it for teams that are in different time zones.”  
 

INDIVIDUAL SUCCESS = ORGANIZATIONAL SUCCESS  

It’s hard to find people and keep them. But when word of mouth goes out that people can be successful in your organization and grow their careers, it’s fantastic,” Cloutier says. 

Individual success can translate to organizational success through consistent work in these areas:  

  • EDUCATION: “We can’t send hundreds of people to events all over the globe, but we can buy a package of online-based training for our organizations where everybody gets an opportunity to learn. Consider education as a primary requirement in your budget process.” 
  • RECOGNITION: “People want to be appreciated by their peers for doing great work. Doing that on a frequent basis really helps drive team camaraderie.” 
  • FUTURE LEADERS AND RISING LEADERS: “I look at programs that focus on management — from individual contributors to management, and management to next-level executives. There should be special security-focused programs that are either six months or a year that provide training to make them next-generation effective leaders.” 
  • COMMAND STAFF EXCELLENCE: “The requirements of leadership have continued to change. Understand the changes in the industry, technology, and investment theories for security programs. Your command staff wants to work for a leader that looks out for them.” 
 

BUILDING BUSINESS TRUST  

For cybersecurity leaders in a high-functioning organization, a lack of understanding from business-minded colleagues can put pressure on their teams. Therefore, Cloutier says that building programs that drive business success is vital.  

 

We have a responsibility to our people to help build trust with the remainder of the organization.” 

 
  • PROGRAMS THAT HELP DRIVE SUCCESS: “Discuss the strategic pillars your CEO has set out with your team. What can your organization do to help accelerate that? How do you promote that internally to show that you’re driving the business forward?” 
  • PROMOTING ACROSS BUSINESS LINES: “Do you have an incredible technical leader who can do great things as a CIO or CRO? Consider doing these swaps where they can get promoted and be fully engaged in those departments.” 
  • ORGANIZATIONAL EFFICACY, METRICS, AND TRANSPARENCY: “Make sure you’re driving your organizational effectiveness, not just standard metrics.  How are you ensuring you’re meeting the requirements of the organization financially? How are you delivering that transparently to the rest of the executive team in your organization?” 
 

KEY ISSUES TO ADDRESS URGENTLY  

  • RETURN-TO-WORK AND WORK-FROM-HOME POLICIES: “Practitioners can work from wherever they want. You’re in competition with security, risk, and privacy practitioners that can work from home. Many major multinationals are now taking their analysts and IR teams and allowing them to totally work. It’s really up to you and your organization to have a plan that is fair.” 
  • CHANGE OR BE CHANGED OUT: “The same job isn’t going to be there in the next five to 15 years. Make sure everybody understands the expectations of the next-generation job, what positions they should be focusing on, and what are their requirements. You have to get people comfortable with change in their career field and force them into it. If they can’t do defense operations in cloud or work around data, it’s going to be problematic. We have to push people in these areas and plan for it.” 
  • STRESS: “Organizational stress has always been there. We need to make sure that we’re swapping people in and out, and that we’re giving time off and down days for training. When it comes to self-stress, make sure you’re physically and mentally fit. We all have ups and downs. This job is extremely taxing.  Be a leader who takes time off so that you can maintain that level of pressure and high output.” 
 

Frank Astor: Stay Positive in the Era of Digitalization

In this exclusive interview, veteran entertainer and keynote speaker Frank Astor shares the inspiration behind his successful shows Future Now – the future is now! and The Human Program, insights into the latest tech trends and innovations, and advice to business leaders on how to embrace digitalization.  

 
Frank Astor is a professional keynote speaker, moderator, and entertainer with over 20 years of experience. Since 2015, he has been the CEO of Future Now Events and has performed over 4,000 shows in the areas of digitalization, motivation in the digital age, and strategies for success in challenging times. Frank conveys these themes in exciting, entertaining, and humorous shows that have been attended by thousands of business leaders.
 

Tell us about your shows, Future Now – the future is now! and The Human Program.

I’ve been a keynote speaker for 25 years and I’m always looking for new themes for my shows. I’ve spoken about motivation, finance, work-life balance, and corporate happiness. In the last 20 years, I’ve been a specialist for keynote shows about digitization, trends, and innovation called Future Now – the future is now! The show lasts an hour and is very intense, followed by 20 to 25 minutes for audience discussion.  

I also have a keynote show dedicated to robotics and AI called The Human Program. There are a lot of fears and risks associated with AI and in my show, I have a discussion with my robot, Torbi where I share my fears about AI, and Torbi tells me that AI can solve all our problems. The shows have been very successful.  

 

What are three emerging trends or tech innovations that will affect business leaders in the next five years?

Firstly, the metaverse as it merges the virtual and real worlds. Leaders have to investigate this development, especially with the creation of the recent Apple Vision Pro headset. Next is ChatGPT and other AI solutions. We have noticed how quickly AI has developed in the last few months. Everybody is still talking about ChatGPT and using it. So, it’s important to be well-informed about AI possibilities. Lastly is the management of resources and green tech as they are very important for environmental purposes. Leaders have to focus on the development of green tech, especially with e-mobility and batteries. 

 

What are the biggest threats or challenges in the current era of digitalization?

 We have to be careful not to spend too much time in the virtual world. Every day we have to remind ourselves that we are humans, and we are part of nature. Now we are spending 8 to 12 hours on computers and smartphones and in the virtual world. Isolation is also a problem because there are a lot of people, especially young people who grow up in the digital world who are unable to have relationships with real people. Digital devices also drain a lot of energy, and we have to be healthy to manage that. In addition, we have to be careful not to be controlled or manipulated by information on the Internet. We have to be able to identify what is fake news and what is real information. This will be a big problem in the near future.  

 

What is your advice to business leaders on how to respond to those challenges, especially those who are afraid of digitalization?

It’s never good to follow your fears. Digitalization is here and we have to confront it and not only look for potential risks, but also opportunities. Every manager is responsible for getting the information they need to improve their processes and create good frameworks for employees. Be aware that these developments are very quick nowadays. For example, the smartphone has only existed for 13 years and changed the world. I also think the metaverse and ChatGPT will move faster than smartphones, so you have to stay very well informed. Be open to the chances and risks and manage them. ChatGPT and other AI solutions also open up more job opportunities for consultants, developers, and instructors who can show us how to deal with these AI inventions.  

 

How can business leaders embrace and utilize the rapid pace of digitalization today?

Be honest and open-hearted about the problems and the skepticism of your employees. You have to confront the problems now before they become bigger in the future. Also, you have to look at the positive aspects and be very careful about what systems you use. As a leader, you have to decide what is the best solution for the future, what is easy to handle and manage, and not to jump on the train too fast. Have a very good view of the work-life balance of your employees as they are spending 9 to 10 hours in Zoom meetings on the Internet, computers, and smartphones. That drains a lot of energy, and you need healthy employees.  

 

What are the three things you hope Aurora Live members will take away from your show?

Be ready for the digital world and digital developments. Stay positive, look for opportunities, and always have a good balance between the digital and the real world. And don’t lose your humor!  

 

*The interview answers have been edited for length and clarity.

Bard vs ChatGPT: Which is Better for Business?

Google’s AI chatbot Bard has finally launched in the European Union (EU), positioning itself as a direct competitor of ChatGPT. With Bard AI on the market, European IT leaders now have another option to pilot generative AI initiatives. According to a report by MIT Technology Review Insights and Databricks, most CIOs are adopting generative AI as an enterprise-wide strategy and 78% consider scaling AI a top priority.  

However, is Bard better than ChatGPT? Let’s review both AI chatbots’ features, pros and cons, and privacy policies.   

*Update: Bard was rebranded to Gemini on 8 February 2024.

 

ChatGPT vs Bard: A Quick Overview 

CHATGPTBARD
Developer OpenAI Google 
Language Model Generative Pre-training Transformer 3 (GPT-3) or Generative Pre-training Transformer 4 (GPT-4) Language Model for Dialogue Applications (LaMDA) and Pathways Language Model (PaLM 2) 
Data Training Set  Common Crawl, Wikipedia, books, articles, documents, and the Open Internet (limited knowledge after September 2021) An “infiniset.LaMDA” Includes data from Common Crawl, articles, books, Wikipedia, access to Google in real-time 
Languages  Supports over 50 languages Supports over 40 languages
Programming Languages Supported  JavaScript, Python, C#, PHP, Java, and more C++, Go, Java, Javascript, Python, Typescript, and more 
Sign in Method Any email address Personal Google email address 
Price Free*  
*ChatGPT Plus is $20/month 
Free 
 

ChatGPT vs Bard: Pros and Cons  

Bard and ChatGPT are similar in terms of having a user-friendly interface, an easy sign-up process, and a chat-sharing function. However, Bard and ChatGPT have their own advantages and limitations.  

ChatGPT Pros and Cons 

Pros Cons 
Accounts can be created using any email address, work or personal  Unable to retrieve real-time data. Web browser feature only available for ChatGPT Plus* 
Has more plugin options with third-party applications  Unable to analyze text in URLs. The text needs to be copied and pasted into the chat. 
Availability of ChatGPT API for integration with company products and services Only provides one answer per prompt  
Better for content creation – produces long responses Unable to retrieve images  
*On 3 July 2023, OpenAI disabled the Browse with Bing feature that was introduced in May to provide real-time results after instances of displaying content that could bypass paywalls and privacy settings.  

Bard Pros and Cons 

Pros 
Cons
 
Able to export responses to Google workspaces like Docs and Gmail Accounts can only be created with personal Google accounts or authorized Google Workspace account
Real-time data retrieval – better for research   Limited plugins with other tools  
Provides three draft answers per promptStill in the experimental phase – more prone to errors, biases, and stereotyping   
Able to analyze text through URLs  Limited integrations with non-Google products  
Able to use images in prompts and retrieve images in responses  No API is available yet  
Reminder: Both Bard and ChatGPT are not free from hallucinations and may produce inaccurate results. All responses must be fact-checked and require human intervention with proofreading and editing.  
 

ChatGPT vs Bard: Which is More Secure?  

The issue of data security and privacy with generative AI chatbots continues to be a concern, especially in the EU. The delayed launch of Bard in the EU was due to Google’s efforts to make changes to controls for users and increased transparency to comply with regional privacy laws.  

Google has also agreed to conduct a review and report back to the Irish Data Protection Commission (DPC) in three months’ time. In addition, a task force under the European Data Protection Board (EDPB) is looking into both Bard and ChatGPT’s compliance with the pan-EU General Data Protection Regulation (GDPR).  

Forbes contributor and author Joe Toscano also did a deep dive into the privacy practices of Bard and ChatGPT. Bard claims that they do not track user browsing activity or collect user data for advertising purposes. Advertising aside, Toscano found that Google may send Bard conversations to human reviewers and does not delete conversations. “It’s safer to just assume everything you put in will be saved and used to train Google’s systems,” Toscano says.  

On the other hand, ChatGPT collects certain personal user information such as IP addresses and device information. ChatGPT also stores all user prompts and responses. “There’s a good chance that if someone asks a question that’s similar or could use your content as a response your proprietary information will then be repurposed by the system,” Toscano adds.  

It’s unclear how data shared with Bard and ChatGPT are protected. In the meantime, the onus is on the users to refrain from sharing confidential and sensitive information and use VPNs whenever possible.  

 

The Use of ChatGPT and Bard at the Workplace

Since the launch of ChatGPT in late 2022, many organizations have leveraged the AI chatbot and other similar tools to ease workflows particularly in marketing, sales, and customer support. In addition, the coding functionalities in ChatGPT and Bard have made building applications much easier.  

However, the rising use of generative AI tools in the workplace opens a can of worms for IT and security leaders. Since tools like ChatGPT and Bard are highly accessible and user-friendly, employees tend to use them without supervision from IT and security teams. Gartner predicts that 5% of employees will engage in unauthorized use of generative AI in their organizations by 2026

ChatGPT has already made headlines with its security vulnerabilities. In May 2023, Meta released a report detailing their investigation into ChatGPT-posing malware that’s been stealing user accounts. A month earlier, Samsung banned ChatGPT organization-wide after employees unintentionally shared confidential information with the AI chatbot. 

Therefore, IT and security teams must work together to ensure generative AI tools are being used safely within the organization to reduce security risks and prevent data leaks. 

 

The Adoption of ChatGPT and Bard: What IT and Security Leaders Can Do

  • Conduct a shadow AI audit: This is to get a clearer picture of how widely generative AI tools are being used by employees. Determine which functions use it the most, what data they are sharing, and calculate security risks.  
  • Provide training on generative AI: Employees can benefit from function-specific training on how to use AI chatbots safely. Training should cover privacy policies of the tools, reminders to never input confidential company data, how to write effective prompts, security risks of generative AI, and more.  
  • Create policies for generative AI use: Establish clear guidelines on how employees must use AI chatbots at the workplace. For example, only using IT-approved generative AI tools and data sets.  
  • Invest in data-loss-prevention (DLP) tools: Carve out an annual budget for DLPs to bolster cybersecurity measures and prevent data leaks as more employees use generative AI tools.  
 

Is Bard Better than ChatGPT? 

Despite their risks, generative AI tools like ChatGPT and Bard have the potential to create more efficient workflows and drive employee productivity if used correctly. Therefore, IT and security leaders must make developing clear policies and guidelines around generative AI use a priority.  

The answer to whether Bard or ChatGPT is better highly depends on how both tools integrate with existing processes, how educated employees are in using them, and which one will pose fewer security risks for your organization. 

Top Internal Cybersecurity Threats: What CISOs Should Know

The biggest cybersecurity threats come from within the organization. 57% of businesses revealed that internal cybersecurity threats have become more frequent since 2020 (Cybersecurity Insiders). Therefore, it’s time for cybersecurity leaders to look inward and tackle the internal cybersecurity threats that pose as much risk to their organizations as external cyberattacks.

 

Internal Cybersecurity Threat #1: Human Error 

Human error was named the main cause of 24% of data breaches, according to IBM and Ponemon Institute’s recent Cost of a Data Breach report. Employees in the IT help desk, HR, and R&D are data security threats who are targeted by cybercriminals as they have access to valuable company information.  

Social Engineering 

Also known as human hacking, social engineering is often the entry point of a large-scale cyberattack. Social engineering allows cybercriminals to bypass firewalls, antivirus software, and cybersecurity measures. It takes nearly nine months for companies to identify and contain data breaches caused by social engineering (IBM). Phishing is by far the most common type of social engineering attack. 

Phishing

In Management Events’ report, Navigating the Future of Cybersecurity, 75% of European cybersecurity leaders named phishing as the most worrisome cybercrime. In addition, the IBM Security X-Force Threat Intelligence Index 2023 found that phishing was a leading malware infection in 41% of incidents. Phishing attacks are also easier to execute with Phishing-as-a-service (PHaaS) offerings such as phishing kits and open-source phishing frameworks (Zscaler).  

Notable Phishing Attacks  

  • Facebook: Evaldas Rimasauskas and his team stole over $100 million from the tech giant by defrauding specific employees. Rimasauskas impersonated a computer manufacturer and sent employees invoices for genuine goods and services, directing them to wire money to fake bank accounts.  
  • Microsoft 365: Employees were tricked into installing malicious code on their devices. The targets received a pop-up notification saying that they had been logged out of Microsoft 365 and invited them to re-enter their login credentials. Those credentials ended up in the hands of hackers.  
  • Google Drive: Targets were tagged in a suspicious document with malicious links to a phishing site. They received a legitimate email notification from Google containing the comment’s text and a link to the relevant document. Acting on this urgency, targets unintentionally clicked on one of the malicious links and were asked to enter their login credentials.
 

Internal Cybersecurity Threat #2: A Growing Remote Workforce

A whopping 91% of IT personnel experienced pressure to jeopardize security to enable business continuity within remote work conditions (HP Wolf Security). Therefore, it’s unsurprising that work-from-home and remote work practices have led to increased internal cybersecurity threats. A study by Check Point recorded a 38% jump in cyberattacks in 2022 compared to 2021 due to the rise of remote and hybrid working conditions.  

Unsafe Data Storing and Sharing Practices  

Company data becomes more vulnerable with the rise of remote and hybrid work. It’s difficult to ensure that all employees are practicing healthy data storing and protecting practices. Terranova Security found that only 53% of employees understand their role in protecting company data, and 35% express low concern if company data was stolen. Sharing confidential company information with third parties could have dire consequences. All it takes is a moment of carelessness such as accidentally posting something publicly or sending information to the wrong email address.   

The Use of Unauthorized Devices 

According to Lookout’s State of Remote Work Security Report, 92% of remote workers use personal devices such as smartphones and tablets to do work. Additionally, personal devices connected to insecure Wi-Fi networks may leave them susceptible to malware and viruses. Portable devices like USB sticks also pose a cyber risk. Although convenient to use, portable devices are easy to steal and are goldmines for cybercriminals – especially if they contain valuable company data.  

 

Internal Cybersecurity Threat #3: Shadow IT 

Shadow IT is still a bane for CISOs as it offers unmanned entry points for cybercriminals to breach. Gartner found that 41% of employees acquired, modified, or created technology outside of IT’s knowledge. In addition, 57% of small and midsize businesses reported shadow IT activity (Capterra). Remote workers are also more likely to utilize shadow IT, but enforcing security controls proves to be a challenge. 80% of IT staff dealt with objections from remote team members who did not agree to additional security measures (HP Wolf Security).  

Dissatisfaction with Current Tools 

According to a Beezy report, 61% of employees were unsatisfied with the tech stack at their jobs. Existing tools were buggy and difficult to integrate with legacy systems. 85% of them also relied on shadow IT tools despite the risk of their activities being monitored. Popular shadow IT includes personal messaging platforms, video conferencing, cloud storage services, and collaboration dashboards.  

Shadow IT Made Easier with Digitalization  

Shadow IT is more widespread than ever before due to the ease of buying and launching software without consulting cybersecurity teams. The ubiquity of cloud services has also made shadow IT more prevalent.  

In the past when you used to have to procure hardware and know how to get a network connection, there was a barrier to entry. Cloud has lowered that barrier,” says Joe Nocera, leader of the Cyber & Privacy Innovation Institute at PwC.  

Furthermore, undocumented APIs are a relatively new form of shadow IT. A report by Cequence Security found that 68% of organizations experienced shadow APIs.  

 

Types of Internal Cybersecurity Threat Actors 

Internal cybersecurity threat actors include current employees, former employees, business partners, and suppliers who have access to an organization’s computer systems, data, and cloud platforms. Internal threat actors in cybersecurity either act unknowingly or have dishonest intent. 63% of internal data breaches are attributed to negligence, and cost companies an average of USD 11.45 million (Ponemon Institute). 

Common Insider Threat Indicators 

According to CrowdStrike, events that may indicate the presence of an insider threat actor include strange authorization requests for access to company documents, logins at odd hours, and unusual surges in traffic. Cybersecurity leaders should also keep a close eye on employees who display suspicious behavior such as conflicts with peers, absenteeism, unreliability, and underperformance at work. In addition, employees who display anger and resentment due to factors such as a lack of career progression could also pose an insider threat risk.  

 

How to Mitigate Internal Cybersecurity Threats

Review Cyber Awareness Training  

  • Adapt training to fit the company culture and risk profile 
  • Organize function-specific training so that employees are aware of how their responsibilities relate to company data  
  • Cover topics such as data management, incident reporting process, personal device policies, passwords, and physical security 
  • Conduct phishing simulations  

Practice Good Cyber Hygiene

  • Identify security gaps such as outdated software and database performance issues 
  • Review access control and data protection policies among remote workers 
  • Tighten access control among current and former employees, business partners, and vendors   
  • Prepare a comprehensive cyber hygiene plan that covers daily, monthly, quarterly, and yearly upkeep and maintenance activities 

Improve Employee Cybersecurity Awareness  

All employees should:  

  • Use strong passwords and change them regularly  
  • Recognize signs of phishing scams 
  • Report colleagues who demonstrate suspicious behavior  
  • Not share login credentials with anyone, even colleagues  
  • Be wary of what they share about themselves and their workplace online 

Fortify Organizational Cyber Resilience  

  • Perform a thorough cyber resilience assessment that includes risk factors, access points, and industry-specific cyberattacks 
  • Back-up mission-critical data 
  • Encrypt data, MFA, and SSO logins  
  • Devise a mobile device cybersecurity strategy 
  • Leverage AI and machine learning to improve cybersecurity systems  
  • Work with IT personnel to perform organization-wide shadow IT audits  
  • Set up a crisis management team and incident response plan 
 

Cybersecurity leaders must implement consistent, ongoing, and up-to-date practices to instill a security-first mindset among employees to stay ahead of the latest cybercrimes and keep confidential data out of the hands of malicious actors.  

How to Elevate Your Branding at B2B Events

A strong brand presence is imperative as it builds awareness, credibility, and trust among your target audience. Companies with strong branding also inch closer to being top-of-mind solutions for potential customers. Additionally, increased brand awareness can result in significant returns over time.  

It takes an average of 5 to 7 impressions for a brand to become memorable (Action Card). Therefore, it’s vital to explore branding opportunities on different platforms. B2B events in particular offer significant branding opportunities.  

Here are ways to elevate your brand presence at both virtual and in-person B2B events.  

 

IN-PERSON EVENTS

Networking 

A B2B buyer is still a human buyer at the end of the day. Therefore, networking at in-person B2B events is a great way to grow your brand organically. For instance, ME Matchmaking customers can attend full-day invitation-only local events where you can meet and network with hundreds of top-decision makers in the region under one roof.  

Networking allows your customers to put a face to your brand.  

They may not always remember your company name, website address, or product offerings; but they are more likely to remember your face, name, and conversation. Therefore, it’s important to make a good first impression and put your best foot forward at these events.  

If possible, contact the event organizers and ask if they can share the list of attendees with you. That way, you can shortlist a number of people you want to speak to so you’re more prepared at the event. You can also comb through the event agenda and take note of interesting panel discussions, presentations, and keynote speeches you want to attend. That will allow you to establish common ground and connect over the session with the people you meet.  

On-site Branding  

Catapult your branding by exploring partnerships with authoritative organizations that have earned the respect of your target audience. For example, ME Matchmaking offers a variety of on-site branding opportunities at in-person flagship events attended by leading C-level decision-makers from Top500 companies across Europe. On-site branding can include logo visibility on stage backdrops and banners, as well as opportunities to distribute brochures about your services, and even a chance for on-the-spot product demos.  

One more angle to consider is to position your brand as a subject-matter expert and a trustworthy knowledge partner by sharing your expertise. For example, if you’re partnering with an AI event, find out if there are speaking opportunities where a representative can speak about an AI-related topic, present a case study, or join a panel. This is a great way to get your brand out there to hundreds of decision-makers at once who are already interested in AI applications.  

According to Harvard Business Review, 64% of people cite shared values as the main reason they have a relationship with a brand. It’s also important that your brand shows personal value over business value, as B2B customers are more likely to consider a brand if it does. 

 

VIRTUAL EVENTS

Join relevant webinars 

54% of C-level decision-makers doubt a brand’s credibility due to lack of comprehensive information (KoMarketing).  

Therefore, your brand needs to have a strong digital presence.  

Other than content creation and social media engagement, make sure to join relevant webinars to build your brand and gain unique insight into your customers’ needs.  

For example, if your company develops cloud software, try to join cloud-related virtual insights-sharing sessions. Similar to in-person events, explore opportunities to not only join relevant webinars but to be a host or a speaker for increased exclusivity and visibility. In virtual and physical spaces, you can position yourself as a knowledge expert on a specific topic to build trust among decision-makers.  

Be active and engaging 

Utilize online channels to communicate with other virtual event attendees. For example, use the chat box to ask questions to the other participants and get to know them better; and eventually introduce yourself and your brand. Have a look at the attendees and connect with them on other platforms such as LinkedIn.  

Other than networking with virtual event attendees, consider online branding opportunities at these events. For example, ME Matchmaking by Management Events offers coveted logo placements during virtual insights sessions about topics that are popular among C-levels and are relevant to your brand.    

 

PICK THE RIGHT EVENT

As there are plenty of B2B events to choose from, do your research and attend the right events so your branding efforts don’t go to waste. Your research should include considerations such as: 

  • Scale: Are you interested in attending small events with less than 100 attendees or events with hundreds of people? The event chosen must be tied to a purpose, whether it’s to introduce a new product or network.  
  • Format: There’s a wide range of business events from intimate forums and dinners to exhibitions and trade shows. Go back to your needs as well as your budget, as you will most likely need to pay to enter those events.  
  • Industry: Check the agenda of the event carefully to ensure that it’s beneficial to the industry your company is in. Is it related to your company and service? Is it of interest to your target audience?  
  • Topics: If there are panel discussions and presentations, make sure the topics are of value to you and your target group.  
  • Attendees: Find out who has attended or spoken at past events – dig deeper to find out their seniority and job functions too.  

Once the event has been chosen, set clear goals: 

  • Define your target audience and ensure that the decision-makers in your target group are at those events. 
  • Establish a solid brand message – Be familiar with the USPs that your product can offer to your target audience.  
  • Prepare your team to represent the brand – Go through talking points, digital business cards, printed materials, and more. 

Lastly, have a strong presence at the event, and remember to practice active listening during your conversations with your prospects. 

ChatGPT and GPT-4: How to Implement Generative AI in Your Organization

ChatGPT has taken the world by storm with over 20 million daily users. However, there are still questions on how generative AI tools can be leveraged in businesses and implemented organization-wide. With data security concerns leading several countries to ban ChatGPT, is generative AI still worth exploring for businesses?   

In this exclusive interview, AI expert and best-selling author Lasse Rouhiainen shares his thoughts and insightful advice on the latest developments of ChatGPT and GPT-4, and how to implement and utilize generative AI effectively in a business context.  

*This article is a recap of our interview with Lasse Rouhiainen at the session, GPT-4 and Beyond: The Next Chapter in AI and Business Communication. 

 
Lasse Rouhiainen is a best-selling author and international expert on artificial intelligence, disruptive technologies, and digital marketing. He focuses on investigating how companies and society can better adapt to artificial intelligence and benefit from it. Rouhiainen has also spoken at Mobile World Capital and TEDx. His latest book, Artificial Intelligence: 101 Things You Must Know Today About Our Future, was selected by Book Authority as one of the best AI books of all time.
 

How should companies implement ChatGPT and on what level?

It comes from the management. They need to understand that we live in the era of AI. We have to put resources, both time and money, into it. We have to get everybody in the company to start using it, not only IT. Also, remember that whatever you share with ChatGPT goes to the service of OpenAI. Obviously, don’t share your financial information there. Companies like Microsoft are creating solutions where you can have an internal ChatGPT for your company where you can share valuable information. 

In addition, understand that ChatGPT is not a search engine. Our brains are wired to use search engines because we have been doing it for 20 years. We go to Google and type one thing, and we find our answer. What we write for ChatGPT needs to be more than “Give me a 400-word article on management,” for example. We need to give ChatGPT a paragraph. So, everybody in your organization should write paragraphs with as much context and details as possible.  With AI, the more data we give it the better.  

Next, start using ChatGPT in your Intranet or a place where your colleagues share best practices. That way you can share the best prompts and it’s really useful. As a company, you should also send an email to everybody to remind them not to share sensitive information with ChatGPT. 

It’s interesting to see two kinds of people here. Some are excited by ChatGPT and use it all the time and have gotten results. The other kind knows it’s important but tries to avoid it.  Well, this is all about business. We will see the implications within 18 months where a lot of people will be unemployed and not know what to do. It will become a societal problem. Business-wise, there’s been a lot of anecdotes and amazing success stories already. 

 

Is ChatGPT far away from large commercial use?

No, it’s not. It’s a significant and revolutionary tool, and back then we didn’t have GPT-4. We didn’t know that Microsoft would implement this tool in their products.  

ChatGPT is a new layer of the Internet. If you’re not using it and not building on top of it, you will be out of business and lose your competitive edge in a few months.  

It’s happening in every industry, even industries that normally have been safe like the financial industry. Also, companies are building and launching ChatGPT internally. Bloomberg has ChatGPT which has been great at analyzing financial information. This means that 80% of financial analysts will probably lose their jobs, even if they have a Ph.D.  

 

Which industries will be impacted by ChatGPT and who else will lose their jobs?

Industries that have a lot of repetition or those where machines can be taught something repetitive. For example, the financial industry. The education industry will also be impacted gradually as it doesn’t have many AI applications due to privacy concerns in Europe. I just had a call with a university chain with 20 universities worldwide on how they could use ChatGPT to become more competitive. No industry is safe.  

It’s important to be proactive and spend time learning how to talk better to the computer, and not be those people who say that’s not their area of interest. At the same time, it’s an amazing tool to grow your sales and improve your business strategy. This is because ChatGPT has been trained on every piece of business information out there and it has read all the business books. So, it’s more knowledgeable than all of us. For example, we should use it to analyze strategic decisions, or new products and services. 

I don’t know who will be fired, but I do know that a lot of people will be. According to OpenAI and their research, 25% of jobs in Europe and the U.S. will be impacted by ChatGPT. For example, mathematicians, translators, and everything that is repetitive will go. According to Goldman Sachs, 32% of administrative or managerial work will go away, in addition to 44% of lawyers. 

 

What are your thoughts on certain countries banning ChatGPT?

If it happens in your country, don’t start crying. You can always use the ChatGPT API. There are many chatbots that are almost as good, such as you.com. There are a lot of options. The European Union (EU) has a long history of first banning something before they start investigating. Once they start investigating, they change their mind. Also, there are many political reasons why the EU has been doing this. It’s not the best strategy because ChatGPT is a tool that is extremely helpful and democratizes tools that can help teenagers start businesses from zero, for example. That was never possible before ChatGPT. It’s an empowering tool for people who want to use it. The EU also doesn’t want to be dependent on American cloud services. There’s a Finnish initiative where a European language model is in the works, and I think that’s a really innovative way to not depend on American technology. 

 

If everyone is using ChatGPT, how do companies maintain a competitive edge? Will ChatGPT become a commodity?

Right now, there’s a high likelihood that your competitors are not using it to its full potential. But I recommend that you start using it and not wait until your competitors use it first. In addition, there are other AI tools on the market. One of them is AutoGPT. It’s open source so everybody can use it and create their own versions. People are calling it an autonomous artificial intelligence agent. You just need to give it one goal and it will do the rest. At the same time, there’s a lot of hype about generative AI. Don’t get too worried or excited by it. Just focus on your business and use ChatGPT as a tool to help you.  

 

Can ChatGPT be used for economic and financial analysis considering it lacks real-time market data?

There are talks of a plugin that will allow users to use real-time data soon, so I’m not too worried about it. For economic and financial analysis, it’s really good. I would start searching what are the best prompts for financial industry analysis.  

For example, I could ask ChatGPT to analyze the GDP of Finland and Sweden and put the results in a table. I would also advise people who want to write better prompts to write their best prompts and put them through ChatGPT. You can ask ChatGPT to make your prompt more comprehensive and detailed. GPT-4 is really good at understanding nuances and will provide a better prompt. You can create business value from the answer to your prompt and make amazing financial products. 

 

How do companies utilize ChatGPT effectively?

It depends on your daily operations. Again, the best person to answer that is ChatGPT. You can list down everything you do in your day-to-day life and work. Identify three activities with the most repetition and ask ChatGPT to generate creative solutions and ways to manage them. You can also use ChatGPT to get ideas for content. You can feed it different scenarios that could go wrong and how to prepare for each scenario.  

For example, one of my clients has an online store and used ChatGPT to generate emails for seven different scenarios her customers may face. It’s like your assistant that’s always with you and can help you overcome many challenges you have in your work. The paid version does not cost a lot. ChatGPT is the first tool that gives us access to powerful deep-learning algorithms. Get all the benefits from the free version and upgrade to the paid version once you see results. 

 

What do you think of how ChatGPT collects and presents third-party data?

This is an interesting ethical analysis, specifically with generative AI that creates images. There’s a big court case against Stable Diffusion, which is a project that is trained using Getty Images to generate any image you want. I understand it’s a big thing because many people work their whole lives to take photos and share them. All of a sudden, their work is being used and they get no profit. It’s a big ethical issue. When it comes to writing, I don’t see it as big of a problem. For instance, GPT-4 can give me reliable sources and citations.  

 

How can we spot AI-generated information? Is there a need for digital authentic source marking?

There are many solutions being built at the moment but most of them are not good. For example, students already know that you can use ChatGPT to write text and then copy and paste it to other tools like Grammarly, change some sentences, and it already looks human-worthy. I think OpenAI is also working on some kind of tool, where there will be a label for AI-generated content. When it comes to videos, it will be difficult. That’s where we have a big problem because anyone can be impersonated, we can create videos with anyone’s voice. That’s one thing that needs to be managed. 

 

What are the limits of ChatGPT on deriving correct information for business-critical decisions?

GPT-4 can currently give citations and sources. For example, I used it to analyze the hotel industry in Helsinki and the answers were amazing. Also, give as much context as possible without sharing sensitive company information. However, don’t copy and paste the answers you get, and remember to think critically. That’s how you get the best business results. 

AI will help us do things better, cheaper, and faster. The problem is that ChatGPT is simple, it’s just a website. People don’t understand that behind it are some of the most powerful AI algorithms. I recommend that everybody accept this new reality where your future depends on how well you talk to a computer. It’s a question of your career and your company’s success.  

Embrace these tools and be architects of the future rather than victims by resisting technology. I want to invite everybody to join this revolutionary AI journey. 

 

*The interview answers have been edited for length and clarity. 

Gary Vaynerchuk: 11 Leadership and Tech Insights 

Today’s business leaders need to ensure that they are equipped with the right knowledge, skills, and mindset to identify emerging market opportunities and drive their organizations in the new world of work. In this exclusive interview, serial entrepreneur Gary Vaynerchuk shares pertinent insights on leadership, success, and emerging tech trends; as well as evergreen advice on how to become the best version of yourself.  

 

1. Adopt micro speed macro patience

People confuse patience with a lack of ambition or laziness. I’m not saying to be lazy, complacent, and not have goals. I’m saying that you have more time than you think. You can accomplish everything you want over time.”  

Gary says he’s as ambitious as it gets and supports the idea of being competitive and striving for more. However, there are no shortcuts to success, and those who take shortcuts will suffer the consequences down the line.  

“If you lack patience in that journey, you will take shortcuts. When you take shortcuts, you could stumble, or worse, really throw the whole thing off. That’s why I talk about micro speed macro patience. On a day-to-day basis, if you’re ambitious, you need to have lots of hard 15-minute meetings to develop that [idea]. But in the macro, it can take three years. And that’s okay.”  

“I don’t see an issue with people’s ambition these days. I see an issue with their patience. A lack of patience is an enormous vulnerability.” 

 

2. Hold yourself accountable 

As a leader, you put your employees in a precarious spot when you make a mistake. Therefore, Gary emphasizes a greater need for patience, thoughtfulness, and accountability in today’s leaders. “Everything becomes magnified 50x once you become a leader, manager, C-suite executive, leader of a division, and definitely when you become the owner or CEO of a company.” 

He gives the example of having to let an employee go. “If your employee is terrible, you can either build them up or fire them. That means you’re in charge. I think it’s pretty black and white.” 

I push accountability very aggressively because I think it leads to happiness. When you fall in love with true accountability, you’re able to begin navigating and not waste time on blaming and pointing fingers.” He adds that there are many people who lack accountability and are entitled and think the world owes them something.  

3. Instill kind candor

When asked about the definition of kind candor, Gary explains that candor is telling someone the truth of what your opinion is and remembering that it’s your opinion, whereas kind means how you make someone feel when you tell them the truth. 

“When you’re critical of someone’s performance, there are two ways that person could leave that meeting. Very low and scared, or very neutral and inspired to fix it. Kindness in delivering the news is important.” 

“It’s transformed VaynerMedia. We’ve become a much better organization because of kind candor. A lot of people were scared to give feedback at our company because we had such a great culture. Negative feedback was hard to deliver because somebody would complain about the feedback, and we were oversensitive. We needed to find our balance.” 

He adds that for companies like VaynerMedia with a good culture and kind framework, candor is important to prevent employees from politicking and feeling entitled. “When you don’t have candor, you can create entitlement because underperformers can start getting confused and thinking that they are performing at a higher level than they actually are.” 

Furthermore, kind candor not only creates employee retention but allows them to deliver at a higher level.  “The company has made huge advancements and grown significantly because of kind candor.” 

 

4. Get distracted by new ideas

Gary advises leaders to not be scared by new ideas and that new ideas are healthy. “Do not demonize the occasional veering off the road because that speaks to creativity. Sometimes, creativity can make something operationally stronger.”  

“It’s like the 80-20 rule. If you’re putting 80% of your energy operating that vision, but 20% of your energy is being deviated to curiosity, I think that may lend itself to making your 80% act like 110% instead of 100%.” 

When asked how to not lose focus when ideas result in too many projects, Gary goes back to accountability and leadership. “What happens if you wake up and realize you’re doing 500 things when you’re supposed to do 50?” Instead of beating themselves up, leaders must be accountable by cutting 450 projects and focusing on the 50.  

 

5. Define your metrics for failure and success 

Gary shares that his biggest failures were based on a lack of candor in that he was unable to communicate his frustrations to his employees who had to be let go. “When they were fired, they were surprised and angry because they were not being communicated to in a proper way. Even though I’ve managed thousands of people, having a [few] people have a bad taste in their mouths towards me feels like a failure.” 

He says he works on candor on an everyday basis. “I’ve shed light on it, both within my own brain and in public, and I’m trying to hold myself accountable to be better.” 

In terms of success, Gary cites the freedom to operate and be creative. “Am I able to wake up and do whatever I want? Do I like it? Am I happy? “He adds that everyone’s success metric is personal and that he can’t impose his belief of success onto others. He also prioritizes having a grandmother mentality, which leans towards empathy and caring about others, as opposed to an alpha businessman mentality that is more dominant and authoritarian.  

 

6. Lead with optimism

According to Gary, these are the competencies and skills leaders should prioritize and improve:   

  • Leading with optimism  
  • Being accountable 
  • Curiosity  
  • Communication 
  • Vulnerability  
  • Tenacity 
  • Self-awareness 

However, he emphasizes that leaders do not need every single one of these skills to be successful. “Many leaders, founders, entrepreneurs, and CEOs have been successful without being tenacious. I was successful without being great at candor. I’m just more successful with it now.” 

He adds, “a lot of things I bring up are true, but they may not be a necessity for you right now. But it’s very important to consider [your] capacity to get better at certain things.” 

 

7. There is no formula for work-life balance 

“There is no right answer for living a fulfilled life.”  

This is because everyone lives different lives and works different hours, whether it’s the traditional 9 to 5 or four-day work weeks. Each person has their own definition of work-life balance, and they have to adapt to achieve it. “It’s a very personal journey. You can’t be scared to adjust along the way. You have to be adaptable. When you have a moment where you have to put more time into your personal or professional life, you have to be prepared and capable of that.” 

 

8. Practice self-love 

“Self-love doesn’t mean getting high on your own bravado that you’re delusional and you don’t see your shortcomings.”  

He adds that it’s possible to have self-love and humility, but most people don’t agree. “They think of self-love as ego and delusion.” He believes that people can love themselves but still have the humility to be accountable and critical of themselves. “Criticizing yourself occasionally or holding yourself accountable is very different from beating yourself up and saying, ‘I’m stupid, I’m ugly, I’m not good enough.’ I want to remind you that somebody put that into your brain, and you need to get out of it.” 

 

9. Don’t be afraid to fail  

“Failing in front of people is incredibly powerful.” 

He encourages leaders to do things that make them uncomfortable and to put themselves in positions where things don’t work out. “When you start a business and it fails, your friends may tell you they admire you for trying. All of us sudden you become more fearless.” 

“Anything can happen at any time. I always tell people not to regret a decision because you don’t know the outcome of the other hand. Be grateful for what you have, don’t dwell on what you don’t have, and keep looking forward.” 

When it comes to making hard decisions, Gary relies on instinct and the best information at the time. “I’m not scared to be wrong. This goes back to fear. It’s why so much of my content rails against fear. I think it’s the weapon of choice of politicians, parents, and bosses.” 

“If I’m wrong, I become accountable, learn from it, and move on. But for some people, it’s like a scarlet letter that they can never get over.” 

 

10. Focus less on quick wins   

Gary says that quick wins are not needed unless you’re trying to sustain your job or secure funding. “I find that quick wins, often in the corporate environment, are dangerous because they lead to bad behavior. What’s more powerful is having slow conversations with the leaders who have the power – the CFO, the CEO, the board – to give you the time.” 

He adds that it’s more effective to have real conversations with decision-makers and say, “This will take three years versus having to create a narrative that we [need] some sort of win six months in. Putting [your] energy for the short win often is in conflict with building [something] meaningfully.” 

 

11. Put in the work 

When it comes to searching for trends and opportunities, Gary advises leaders to put in the work. It can be as simple as finding out what the most downloaded apps are at the moment.  

“People always ask me how I always know what’s coming next. I searched the App Store. I think that people overcomplicate things. I also think that people don’t want to put in work that takes 10 to 30 minutes.” 

“If you find that there is value in something, then you have to explore it and actually execute it. That’s how you advance yourself.”  

Shell’s CIO and CISO Allan Cockriel: How to Win the Tech Talent War 

IT leaders from start-ups to multinational corporations continue to struggle with a lack of tech talent. In this exclusive interview, Allan Cockriel, CIO – Global Functions & CISO at Shell; shares expert insights on the elements of good global talent management, strategies to attract and retain tech talent, steps on how to scale culture in a global organization, and more.  

*This article is a recap of the session, CIOs Winning the Global War of Talent with Leadership Competencies. 

 
Allan Cockriel has been the Vice President & CIO – Global Functions and Chief Information Security Officer at Shell since July 2020. He is also part of the IDT Executive Leadership Team and leads the IDT organization to ensure maximum business value delivery through complex digital transformation across all corporate functions; and oversees the continuous improvement of the Information Risk and Cyber Security posture for Shell.
 

What is your definition of good global talent management?

I’m a big believer that organizations with the best teams will win great talent.” 

Doing great work and delivering for customers is the way companies are going to succeed now and in the future. Shell, like every other company, is out there competing for the best and the brightest globally to join and stay to grow their careers. From an employee value proposition perspective, it’s a very compelling mission. Does the company have a mission that you want to be part of?  In the case of Shell, it’s powering progress.  

We’re committed to net zero emissions by 2050 or sooner. We also want to have great work. Does it excite you? Does it get you out of bed? Are you passionate about the work you do each day? From a CIO and technology perspective, are we giving our teams and our stakeholders the right tools and technologies to be successful? Do we have an allergy to bureaucracy and waste?  

We constantly figure out ways to simplify and find ways to create better work environments for the organization. Next is an environment where you can bring your whole self to work. So, DEI (diversity, equity, and inclusion) needs to be part of the fabric of the organization. Anyone can show up at Shell and have great career value for who they are. Their diverse opinions can help us to create the best possible product. We also have a culture of trust, transparency, and focus on value.  

 

What sets Shell apart from other enterprises?

Shell is a technology company, so we have some of the best tools, technologies, and capabilities in the oil and gas industry.  

When you come to Shell, you have access to phenomenal talent and capabilities, and a genuine passion to digitalize.” 

Next is care for people. This organization has a tremendous focus on work-life balance and helping people have great work and personal lives. We’re doing great things.  

The world also needs clean energy. I personally find a lot of passion in being a digital leader who is driving forward the clean energy agenda. When we’re speaking to students all the way up to executives, being part of that journey has been incredibly attractive for a lot of technology leaders who want to join the company. 

I think we have a more compelling story compared to other large corporations in the oil and gas and energy industries. A lot of people don’t know that we are going to have half a million EV charge points in the near future. We have a very large battery business in Germany. We’ve installed some of the first and largest hydrogen electrolyzers globally.  

 

Can you explain the importance of purpose for employees?

There are two dynamics at play there. Firstly, when we went through the COVID experience, people wanted to do work that mattered. There was the Great Resignation and the Great Turnover, among others. I think people realized through the pandemic, that they want to do things that matter. That’s the focus on vision and mission. Next, if you look at the generations that are coming up through the leadership ranks, the Gen Zs and the millennials, they inherently want to do things that matter as well. They want to be part of something good, something big. Those two are the trends that I see driving change, or more appropriately, a focus on mission, and the quality of the work that they get to do.  

 

Tell us more about the remote worker management at Shell.

Shell operates in over 180 different countries – that’s everything from the forecourts where you go to fill up your tank or charger all the way through to assets that are producing hydrocarbons and electricity around the world to our major hubs in North America, Europe, and Asia. From that perspective, the reach of the organization is larger than most organizations in the world. From a talent perspective, we want to be able to reach out to that network and identify great talent as a business. But as a technology function we want to find that talent, either business proximate so they’re out near our assets, or they join one of our hubs in North America, Europe, or Southeast Asia. 

 

What is the bigger challenge: attracting or retaining talent?

If I have to pick one, it’s attracting talent. Some people look at Shell as an oil and gas company and they don’t understand the amount of technology and innovation that we have as an organization and the amount of focus that we put on digitalization. When people hear our story, they see the technology that they’re exposed to, and they want to join. From a retention perspective, we have folks in the organization that want to be part of this journey. 

 

What is the biggest struggle in retaining good IT talent?

In the technology space, particularly in cybersecurity, great talent knows their value, and they want to be part of something big.” 

It’s very difficult to find great talent. At Shell, we’re committed to investing in the net zero emissions future. We’re out there in the markets every single day trying to find great Shell leaders to drive our programs and our transformations. It’s tough because there are a lot of options for tech talent out there. The way you work, where you work, and the culture of the organization have a lot more value than ever before. We’re out there competing to get the best and the brightest for the company. 

 

How do you manage different employee needs and preferences in terms of work-life balance?

I think COVID taught every industry a big lesson on flexible, remote, and hybrid working. I think the hybrid working concept is going to stay with us, which I’m a big supporter of. From an approach perspective, Shell adopted a hybrid work policy. We asked our employees, “Where are you most effective in line with what your business needs?”  

Given the breadth of Shell, we have some organizations where you have to be in the office five days per week, it’s just part of the expectation, it’s part of the ways of working, and that pivots all the way to individuals who go to work one to two days in the office. But again, valuing that sense of place value in that area for collaboration, but then affording a tremendous amount of flexibility for people to work where they are most effective, and recognize that people have complex lives. Hybrid working unlocks a lot of that capability for people to live great lives. 

 
Dive into the latest trends and technologies impacting tech leaders in the Executive Insights sessions. View upcoming sessions here.
 

How do you define good leadership in this era?

The game has changed. As I mentioned earlier, people want to work for a great company, and they want to do work that matters. They want an environment where DEI is part of the fabric of the organization so they can be present and have their voices heard. I think it’s incredibly powerful. As an organizational culture, we want to foster and support innovation.  

We want to make sure that people can take chances and fail forward as technology leaders throughout their careers.” 

From a development perspective, we want to invest in our capabilities, both the red threads of how we do business as Shell and how we work as Shell. From a technology perspective, you have very clear and well-supported paths as a leader, whether it’s in technology, operations, or HR. People can see themselves long-term with Shell with tremendous value to add to our customers. 

 

Can you elaborate on the fail forward concept?

If things go well for a project, you take it, scale it, and monetize it. But in certain cases, things aren’t going to work out. Through that process, as long as you approach that from a learning mindset, where you’re learning from the experience, you’re finding a different way, and maybe that specific pilot or action didn’t work out, the learning through that process is incredibly valuable. When I say fail forward, you’re stopping whatever tactical exercise you’re working on but the learning and the value through that experience is what I want to make sure you take into your next experiment, program, or initiative. 

 

How do you keep your team involved in innovation projects?

If I do a scan of our competition, I don’t think we’re competing against other oil and gas companies.  

“I see us competing against tech companies, start-ups, and the small agile organizations that can innovate.” 

That’s where I see our main threats. From a culture perspective, we invest in smart risk-taking. This is everything from rewards and recognitions for people who are taking risks where you can fail forward without worrying about reprisal. We’ve pivoted that where we celebrate on a regular basis where people took bets. In certain cases, it worked. In certain cases, it didn’t work, and we celebrate both equally.  

Finally, it’s continuous investments in innovation. I have a pot of money that I’ll take and invest in ideas where people come up with a great way to use ChatGPT, for example. They go out and experiment, they find something that they can potentially pilot and scale. If it works, that’s fantastic. That innovation fund puts our money where our mouth is in terms of valuing innovation and risk-taking. 

Things could go wrong – people operate within the bounds of compliance and integrity. Our security controls are non-negotiable. But taking a new technology and finding a different way to monetize it will be something I’ll invest in every single day of the week. 

 

Cultivating culture becomes difficult when an organization goes global. How do you ensure that the culture can scale?

From a technology perspective, we have a few global hubs around the world. I believe that the office, or more appropriately, a space for collaboration, has tremendous value for big global organizations. When you join Shell, there’s a lot of training, there’s support, and there are groups that help you to assimilate into the organization. We do value people who come into the office on a regular basis and find ways to collaborate with their teams and pick up the Shell culture. 

There’s also an investment in training, or immersion workshops, where there’s dedicated training to help the employees know what good delivery looks like, the way we act as leaders, and how the organization values their contribution. It’s incredibly important because that training allows us to scale the organization quickly with the right level of horizontal consistency from a culture and working perspective. We invest heavily in the office environment as well as in these training capabilities. 

 

What has changed about the skills or competencies of a good leader?

I think one is being an empathetic leader. Listening, being human, and creating an environment where people can feel safe.  

Also, successful technology leaders in the last 10 to 15 years have been financially savvy business partners who recognize and monetize great technologies. Last but not least, is continuous learning. The average shelf life of a technology leader is a few years.  

“Individuals who are curious and eager to learn will find themselves very successful throughout their careers.” 

 

How can leaders balance compliance risk controls and the drive for innovation?

It’s similar to asking whether a car needs a bigger engine or a better set of brakes. I think they are symbiotic. You need both. I think the answer to the question is having a risk-based conversation.  If you’re a risk or an IT professional, you need to have an open dialogue with your business partners on the compromises you want to balance with operational effectiveness and efficiency with security. When that conversation is balanced with a sense of trust, you find yourself in a place where you can keep your data and customers’ data safe while innovating at pace. I think it’s achievable, but it starts with that dialogue. 

 

What can CIOs and CISOs do differently tomorrow?

Stay humble and stay hungry. I live by those values every day to help me to stay focused and move at the right pace. Next is empathy. Show that you care, be a person, and create a great environment for your teams. I believe that it all starts with empathy and trust. 

 

*The interview has been edited for length and clarity.