Keynote SpeakerAndrea Iorio

Biography

Popular Talks by Andrea Iorio

• Customer-Centricity and new CRM formats
  It is a fact that the changes in the Digital world, accelerated by the pandemic, have radically changed the role of the customer and the consumer when they interact to companies. If in the pre-digital world, a customer had a more passive and reactive posture, while today she is more... Read more

  It is a fact that the changes in the Digital world, accelerated by the pandemic, have radically changed the role of the customer and the consumer when they interact to companies. If in the pre-digital world, a customer had a more passive and reactive posture, while today she is more empowered (due to 4 main factors, which Andrea describes in the lecture), more demanding, detains power, and expects nothing less than 100% customization and absolute transparency. How to change our current CRM formats then? Andrea lists 3 main pillars of change, in this engaging keynote which is perfect for Marketing and Sales teams:

  1 – “Know who you are talking to”: use the data to personalize the customer journey;
  2 – “Do not sell a product or service, but an experience”;
  3 – “Humanize the conversation”: practice active listening

• The 3 new pillars of a digital leader
  The leadership style that brought us here, legacy of a pre-digital world, is not the one that will help our companies move forward. The question for leaders is: are you changing as fast as the world is changing? It is a fact the world has changed, and the future is... Read more

  The leadership style that brought us here, legacy of a pre-digital world, is not the one that will help our companies move forward. The question for leaders is: are you changing as fast as the world is changing? It is a fact the world has changed, and the future is coming faster than you think. It is an exponential and unpredictable world – confirmed even more by the current business scenario with real-time customer expectation updates and the combination of Big Data, Artificial Intelligence and Machine Learning at play -, where the role of the leader able of transforming business for the Digital world is increasingly important . In this talk, Andrea proposes a new leadership model, where the leadership skillset changes along 3 major pillars of transformation:

  1 — Cognitive Transformation (how the leader thinks and makes decisions in the Digital Age);
  2 — Behavioral Transformation (how the leader acts and tolerates mistakes);
  3 — Emotional Transformation (how the leader connects and engages with others).

• A new Skillset for the Digital Transformation
  In the world of ongoing digital transformations, technology is a means, not an end. We are primarily talking about a human transformation. In this keynote, which is Andrea’s best-seller, he addresses the main skills necessary for teams of all sectors and departments to be able to reinvent themselves and to... Read more

  In the world of ongoing digital transformations, technology is a means, not an end. We are primarily talking about a human transformation. In this keynote, which is Andrea’s best-seller, he addresses the main skills necessary for teams of all sectors and departments to be able to reinvent themselves and to navigate their organizations in a world of Digital Transformation. From the description of what Andrea defines the 5 great forces of the Digital world, he elaborates on a vision of human skills of the digital age – with a mix of cases, storytelling and practical tools that make participants more engaged in a much-needed processes of behavioral and cultural change – showcasing these new 5 skills:

  – Cognitive Flexibility
  – Antifragility
  – Customer-centricity
  – Beginner’s mindset
  – Humanization

• "Meta-leadership": The Leadership Skillset in the World of Web 3.0
  In this new wave of Web 3.0, where start-ups and DAOs (Decentralized Autonomous Organizations) grow exponentially and outperform traditional companies in market valuation, it is a fact that the traditional leadership style, inherited from a pre-digital world, no longer works. The elements that the Metaverse brings to business (remote work,... Read more
  • In this new wave of Web 3.0, where start-ups and DAOs (Decentralized Autonomous Organizations) grow exponentially and outperform traditional companies in market valuation, it is a fact that the traditional leadership style, inherited from a pre-digital world, no longer works. The elements that the Metaverse brings to business (remote work, collaboration, high data granularity, decentralization, among others) call for a new style of leadership based on 6 new skills, following a model developed by Andrea Iorio: Metacognition (high clarity of vision and macro-trend technologies of the future) Beginner’s Mind (ability to constantly rethink your beliefs in the face of external change) Antifragility (acting like a scientist: testing hypotheses and learning from mistakes) Adaptability (neither generalist, nor specialist: but specialized generalist) Collaboration (engage teams with a high degree of autonomy and decentralization in decision making); Analytical culture (ability to work with Artificial Intelligence and Machine Learning to extract insights from an infinite volume of data).
• Soft Skills and Emotional Intelligence
  Until recently, in a predominantly non-digital world, the intelligence of an employee or leader was measured primarily by their IQ. But in a world where technology already performs many of these “rational” tasks better than we do (think about whether an Artificial Intelligence isn’t rationally smarter than a human being?),... Read more
  • Until recently, in a predominantly non-digital world, the intelligence of an employee or leader was measured primarily by their IQ. But in a world where technology already performs many of these “rational” tasks better than we do (think about whether an Artificial Intelligence isn’t rationally smarter than a human being?), it is necessary to redefine our intelligence contemplating Emotional Intelligence (popularized in the 1990s by the psychologist Daniel Goleman) because it is what makes us typically human. Emotional Intelligence, after all, is the breeding ground for Soft Skills (while our IQ is for our hard skills). But for a long time Soft Skills were not a priority in the work environment. Why? Fundamentally due to the fact that they are hard to measure. But in this keynote, with his revolutionary theory on Soft Skills, Andrea solves this problem and redefines the range of behavioral skills, contemplating: Metacognition Collaboration Critical thinking Adaptability Creativity Agility
• The 3 Pillars of the "Invisible Marketing"
  In this keynote, Andrea discusses the trends and strategies that have been revolutionizing marketing strategy in the Digital Age. Using the case of Tinder, of which he was the Head in Latin America for 5 years, and of other successful companies, he reveals how the platform reached the top of... Read more

  In this keynote, Andrea discusses the trends and strategies that have been revolutionizing marketing strategy in the Digital Age. Using the case of Tinder, of which he was the Head in Latin America for 5 years, and of other successful companies, he reveals how the platform reached the top of the App Store’s highest-grossing Apps in Brazil since 2017: that is, thanks to what he calls the theory of the “Invisible Marketing”. In other words, a new way to make marketing more organic, more spontaneous, more personalized, and ultimately faster and cheaper!

  3 main steps are the core of the virtuous circle that he defines the one of “Invisible Marketing”:

  – More conversational and less transactional relations;
  Focus on selling an experience and not just a product or service; Aspiration to obtain “brand love”.

• How to Boost Sales in a Digital World
  The question that every salesperson asks himself, in face of the Digital Transformation, is: “Will I continue to be relevant? What will my new role be? Will technology replace me?”. These are appropriate questions to ask, given the profound changes that the Digital world has introduced in sales and customer... Read more
  • The question that every salesperson asks himself, in face of the Digital Transformation, is: “Will I continue to be relevant? What will my new role be? Will technology replace me?”. These are appropriate questions to ask, given the profound changes that the Digital world has introduced in sales and customer relationships. But faced with the fear of replacement by technology, Andrea demonstrates in this lecture that we will not be replaced as salespeople, but on the contrary – we will be reinforced. Because as sales teams outsource to technology what it knows how to perform best (the entire transactional side of a sale) in a relationship with the customer, they will have more time and emotional resources available to truly focus more on the customer, humanize their sales, and accelerate their business in the Digital world. In this keynote, Andrea passes on the necessary tools for any sales teams’ transformation in the Digital world.
• Antifragility and Error Culture
  In the Digital world, just being resilient is no longer enough: we need to be antifragile. Resilience comes from the Latin word resilire, which means “returning to a normal state”: in a world where we experiment more, and fail more as a consequence, organizations and leaders cannot just return to... Read more
  • In the Digital world, just being resilient is no longer enough: we need to be antifragile. Resilience comes from the Latin word resilire, which means “returning to a normal state”: in a world where we experiment more, and fail more as a consequence, organizations and leaders cannot just return to their previous state after a mistake, but they need to learn and become stronger. This is antifragility, namely, our ability to reinforce ourselves through chaos, errors, uncertainty – as economist Nassim Taleb well laid out in his famous book. Therefore, in order to become antifragile, we first need to understand that not every mistake is bad (and in the keynote, Andrea describes the 3 major categories of mistakes, following the model of Amy Edmondson from Harvard Business School), as well as he proposes a new model of interpretation of mistakes, which considers: a mistakes as a natural by-product of an innovation process, and as an informative result that teaches us something; a good professional is measured by his ability to learn from mistakes; the leader’s role becomes one of maximizing learning from mistakes.
• The Future of Work and Jobs of the Future
  A recent report by Dell Technologies points out that “85% of the jobs that will exist in 2035 haven’t even been invented yet”. The question then becomes: am I part of the 15% that will keep their job, or not? And besides all of this, how do I prepare for... Read more
  • A recent report by Dell Technologies points out that “85% of the jobs that will exist in 2035 haven’t even been invented yet”. The question then becomes: am I part of the 15% that will keep their job, or not? And besides all of this, how do I prepare for such an unpredictable job market? The truth is that we inherited from a pre-digital world the belief that in the career we need to follow linear and specialized career paths, and that in this way we will succeed. The problem is that faced with such an unpredictable and uncertain future of work, we need to change the way we think about careers and skillsets. In this keynote, Andrea explores the future of the job market, presenting the jobs that will be most deeply transformed by the Digital Revolution, as well as pointing out the most-requested skills – so that the audience can better prepare for the Future of Work and the Jobs of the Future.
• Building Trust in Remote Work Settings
  Trust is a true social lubricant. Think about it: without trust there would be no relationships, no trade, no business, since you would notu collaborate if you don’t have trust… you wouldn’t even have any functioning human s At the same time, building trust has suddenly become more challenging, as... Read more
  • Trust is a true social lubricant. Think about it: without trust there would be no relationships, no trade, no business, since you would notu collaborate if you don’t have trust… you wouldn’t even have any functioning human s At the same time, building trust has suddenly become more challenging, as of March 2020, due to the fact that we had to quickly migrate to remote, and today hybrid, work scenarios: how to build trust at work as it is limited human interaction? In this talk, Andrea provides an interesting model based on the definition of trust in Rousseau’s studies (1997), which is based on a combination of: Vulnerability Reciprocation
• 10 Trends in the Post-pandemic World
  In a world where the combination of digital acceleration forced by the pandemic, and the profound changes in customer expectations in all sectors, have brought about a high degree of unpredictability when designing your business strategies, Andrea highlights in this lecture the top 10 trends that emerged in the post-pandemic... Read more
  • In a world where the combination of digital acceleration forced by the pandemic, and the profound changes in customer expectations in all sectors, have brought about a high degree of unpredictability when designing your business strategies, Andrea highlights in this lecture the top 10 trends that emerged in the post-pandemic world: “Phygital” world: symbiotic integration of the physical and digital world in each consumer relationship. Big Data for personalization: the more customers interact digitally, the more data available to companies to personalize their consumer experience. Instant gratification: the consumer’s increasing expectation of an immediate consumption experience (fast delivery, one-stop shop, superapps, etc.) Focus on experience: the consumer economy will shift from selling a product or service to selling an experience. “Glocalization”: rescue of local consumption and proximity and transparency on behalf of companies. ESG: greater pressure and scrutiny on companies regarding their sustainability and governance practices. Antifragility: beyond resilience, this term defines the ability of companies to experiment more, make more mistakes, and learn more from those mistakes. “Hybrid” work model: In a hybrid return to the office, work relationships will change forever. Prioritization of soft skills; soft skills will be increasingly important over technical skills. Acceleration of Artificial Intelligence: Many human cognitive and rational abilities will be replaced by Artificial Intelligence, which gains adoption and becomes the “new electricity”.