Hi, my name is Adriano, I’m originally from Italy and have been living in Germany since 2019. I'm currently based in Berlin. With a background in B2B sales, SaaS, and IT procurement, I’ve spent several years helping enterprises optimize their supply chains and integrate sustainable IT solutions while navigating the dynamic world of tech sales. My mission here is to help early professionals excel in the sales field, especially those looking to break into SaaS or sustainability-focused industries. Whether you're aiming to enhance your sales skills, tackle challenges, or explore new career opportunities, I’d be happy to support you through the process. Having worked with diverse clients across Europe, I understand the challenges of adapting to different markets and building meaningful relationships in tech sales. Let’s connect and explore how I can help you achieve your goals!
My Mentoring Topics
- Job Hunting (CV Enhancing, Job Searching, Get That Dream Job!)
- Sales (Prospecting, Qualification, Demo Presentation, Negotiation, Closing)
- Organization (Time Management, Prioritization, Day-to-Day Agenda)
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Surrounded by Idiots - The Four Types of Human Behaviour (or, How to Understand Those Who Cannot Be Understood)
Thomas Erikson
Key Facts and Insights from the Book: Four types of human behaviour: The book is based on the concept of four main types of human behaviour, which is rooted in the DISC theory. These types are referred to as Red, Yellow, Green, and Blue. Red Behaviour: People with red behaviour are dominant, driven, ambitious, and competitive. They are task-oriented rather than people-oriented. Yellow Behaviour: Yellow behaviour individuals are extroverted and social. They love to interact with others, are open-minded, and are often the center of attention. Green Behaviour: Green behaviour people are calm, patient, and self-content. They are good listeners, supportive, and prefer stability and harmony. Blue Behaviour: Blue behaviour individuals are analytical, precise, and reliable. They are introverted, detail-oriented, and prefer structure and clear parameters. Understanding others: The main purpose of understanding these behaviours is to better comprehend the people around us, their motivations, how they communicate, and how we can adapt our own behaviour to communicate with them more effectively. Adapting communication: By understanding someone's behaviour type, we can adapt our communication, expectations, and interactions to better suit their needs and create more effective, harmonious relationships. Recognizing our own behaviour: It's not just about understanding others - it's also about acknowledging our own behaviour type and how it affects our interactions. No type is superior: The book emphasizes that no behaviour type is superior or inferior to others. They are merely different ways of interacting with the world. Application in various life areas: The concepts can be applied in various areas of life, including personal relationships, professional interactions, and self-development. An In-depth Analysis of the Book's Contents: The book "Surrounded by Idiots - The Four Types of Human Behaviour" is a fascinating exploration of human behaviour, communication, and relationships. The author, Thomas Erikson, utilizes the DISC psychological model, which categorizes people into four main behaviour types - Red, Yellow, Green, and Blue. Red behaviour individuals are typically dominant, task-oriented, and competitive. They value results and efficiency, often cutting through social niceties to achieve their goals. In the context of the Myers-Briggs Type Indicator (MBTI), they align closely with the ESTJ type (Extraverted, Sensing, Thinking, and Judging). Yellow behaviour types, on the other hand, are social butterflies. They thrive on interaction and are often open-minded and enthusiastic. They enjoy being the center of attention and are usually quite persuasive. In the MBTI framework, they are similar to the ESFP type (Extraverted, Sensing, Feeling, and Perceiving). Green behaviour people are calm, patient, and laid-back. They value harmony, stability, and are highly supportive of others. These individuals tend to avoid confrontation and prefer to work within established systems and routines. They align closely with the ISFJ type (Introverted, Sensing, Feeling, and Judging) in the MBTI. Blue behaviour individuals are analytical, detail-oriented, and introverted. They value precision, clear parameters, and are often meticulous in their work. They would equate to the ISTJ type (Introverted, Sensing, Thinking, and Judging) in the MBTI. The purpose of understanding these behavioural types is not to box people into certain categories, but to provide a framework for understanding their motivations, communication styles, and how they perceive the world. By understanding these behavioural types, we can adapt our communication and interactions to better meet their needs, promoting more effective and harmonious relationships. Understanding our own behaviour type is equally important. By recognizing our own tendencies and biases, we can learn to better manage our behaviour, improve our communication, and foster more effective relationships. It's important to note that the book doesn't promote a hierarchy of behaviour types. No type is inherently superior or inferior to others. Instead, each has its unique strengths and weaknesses, and the key is to leverage these traits to foster effective communication and relationships. Finally, the concepts in the book can be applied in various areas of life. Whether it's in personal relationships, professional interactions, or self-development, understanding human behaviour can provide invaluable insights. In conclusion, "Surrounded by Idiots - The Four Types of Human Behaviour" offers a compelling and accessible exploration of human behaviour. By understanding and adapting to these behaviour types, we can enhance our interpersonal relationships, improve our communication, and navigate the world with greater ease and understanding.
ViewHow to Win Friends and Influence People - Updated For the Next Generation of Leaders
Dale Carnegie
Key Facts and Insights from the Book Understanding the fundamental importance of genuine interest in others. Recognizing the power of appreciation and praise. The need for empathy in communication and relationships. Importance of listening to understand, rather than listening to respond. Ways to make people feel important and valued. How to handle criticism constructively. Understanding the power of persuasive but non-argumentative conversation. Mastering the art of leadership through influencing people. Techniques to manage relationships both personally and professionally. Developing a positive attitude and outlook. The role of continuous learning and self-improvement. Detailed Analysis and Summary of the Book The book is a timeless guide to effective leadership and communication, written by Dale Carnegie, that has been updated to suit the needs and contexts of the next generation of leaders. The author provides practical advice and strategies for building and maintaining successful relationships with others, both in personal and professional contexts. One of the primary insights from the book is the fundamental importance of showing a genuine interest in others. Carnegie posits that people are more likely to be influenced by those who show authentic interest in them and their concerns. This principle is closely linked with the concept of emotional intelligence, which emphasizes the ability to understand and manage one's own and others' emotions. The author also emphasizes the power of appreciation and praise. He suggests that these are powerful motivators and that people are more likely to respond positively to requests or directions when they feel appreciated and valued. This aligns with the principles of positive psychology, which highlight the importance of focusing on strengths and positives in individuals and groups to motivate and inspire them. Carnegie discusses the importance of empathy in communication and relationships. He argues that understanding and sharing the feelings of others can build stronger relationships and enable more effective communication. This concept is central to many theories of communication and interpersonal relationships. The book underscores the importance of listening to understand, rather than listening to respond. Carnegie suggests that truly effective communication requires active listening and a genuine attempt to understand the other person's perspective. This aligns with the principles of active listening, a communication technique that requires the listener to fully concentrate, understand, respond and then remember what is being said. Carnegie also discusses ways to make people feel important and valued. He suggests that people are more likely to be influenced and motivated when they feel valued and important. This concept is central to many theories of motivation, including Maslow's hierarchy of needs, which posits that individuals have a fundamental need for esteem and recognition. The author provides practical advice on how to handle criticism constructively. He suggests that criticism should be used as a tool for self-improvement rather than as a weapon to attack or defend. This principle aligns with many theories of conflict resolution and emotional intelligence, which emphasize the importance of managing emotions and reactions in difficult situations. Carnegie also discusses the power of persuasive but non-argumentative conversation. He suggests that influence and persuasion are more effective when they are based on understanding and respect, rather than on force or coercion. This is a core principle of many theories of negotiation and persuasion, which emphasize the importance of cooperation and mutual benefit. The book provides valuable insights into the art of leadership through influencing people. Carnegie posits that effective leadership is not about commanding or controlling, but about influencing and inspiring others. This aligns with the principles of transformational leadership, which emphasize the importance of inspiring and motivating followers to exceed their own individual performance goals. The author also provides techniques for managing relationships both personally and professionally. He suggests that effective relationship management requires a balance of understanding, respect, and communication. This aligns with many theories of relationship management, which emphasize the importance of managing and balancing various aspects of relationships, including trust, communication, and mutual respect. Carnegie emphasizes the importance of maintaining a positive attitude and outlook. He suggests that positivity can influence one's own behavior as well as the behaviors of others. This aligns with the principles of positive psychology, which emphasizes the importance of positivity and optimism in promoting well-being and success. Finally, the author highlights the role of continuous learning and self-improvement. He argues that leaders must continuously seek to improve their skills and knowledge in order to remain effective. This principle is central to many theories of leadership and organizational behavior, which emphasize the importance of continuous learning and development for both individuals and organizations. In conclusion, "How to Win Friends and Influence People - Updated For the Next Generation of Leaders" provides timeless and practical advice for effective leadership and communication. The book's principles align with many theories and concepts in psychology, communication, leadership, and organizational behavior, making it a valuable resource for anyone seeking to improve their influence and relationships.
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