Wednesday, August 25, 2021

Why Buyers and Sellers Behave like this ?

Sharing some of the Sales Tips in tweets from my new book 

  • A buyer who is emotionless has an advisory tone, impresses upon care and nurture during the discussion, is lazy in communication, often prefers that the status quo is not challenged. Learn why do they behave like this in my new book on #B2B #Sales. #marketing #uxdesign #salestips 
  • Sellers who are open to grievances but don't address the root cause of the objection because they lack depth & are impulsive, get emotional & angry on too many objections. Learn why they behave like this in my new book on #B2B #Sales. #marketing #salestips #negotiations 
  • Sellers who are sharp, data-driven, emotionless, driven by the limelight from winning a deal or being seen as visionary often end up making concessions through the bargaining mix. Learn about this in my new book on #B2B #Sales. #marketing #uxdesign #salestips #negotiations
  • A Seller who writes email in bullet points, uses action-centric words, likes visuals & slices the data many times, tends to be a rainmaker. Why this happens, learn about it in my new book on #B2B #Sales. #marketing #salestips 
  • A Seller who writes email in bullet points, uses action-centric words, likes visuals & slices the data many times, tends to be a rainmaker. Why this happens, learn about it in my new book on #B2B #Sales. #marketing #salestips
  • A buyer who is stylish and asks a lot of queries like a journalist during sales meeting ends up paying more for a solution. Why this happens, learn about it in my book on #B2B #Sales. #marketing #SalesTips

To learn Why Buyers and Sellers Behave like this? Read in my new book - Sellers from Mars and Buyers From Venus - Elements of Nature Meet B2B Sales

Thursday, August 19, 2021

B2B Sales Tips - from my new book

 B2B Sales Tips in tweets from my new book - Sellers from Mars and Buyers From Venus - Elements of Nature Meet B2B Sales

--

Sellers need to anchor their conversation on Price, Risk, and Functionality only when selling to CIOs in Traditional IT (commodity). #Sales #salestips #IT #B2B 

Sellers need to unpack the information asymmetry across different stakeholders at the buyer's end before articulating a value proposition. #Sales #salestips #B2B #marketing 

Sellers need to share commercial insight and educate buyers about it. #Sales #B2B #salestips #B2B #marketing 

B2B Persona Mapping enables sellers in navigating other people's mind. #B2B #Sales #salestips #marketing 

Buyers trap #sellers through the RFP process as it leaves sellers with no BATNA and minimal leverage in negotiations. #sellers #salestips #B2B #marketing 

To sell services in a post COVID and Digital world, building buyers' persona and applying the intelligence is key to success. #Sales #salestips #B2B #marketing 

A fiery Seller brings a vision for the future, agility, excitement, data-driven decision making, whereas a metal Buyer is about boundaries, order, wisdom, logical and emotionless decision making. Fire’s energy movement moves up and seek the limelight, whereas metals movement is inward and non-exuberant. Together, they don't connect at an emotional or physical level. In sales, these two find it hard to start a conversation. Both find each other operating at a different tangent. (2/3)Fire’s agility, rapid speech and disregard for boundaries make a metal native to raise a red flag and a signal to stop and leave the conversation. (3/3) #salestips #Sales #marketing 

A Seller who acts like a broker, open to making concessions through the bargaining mix and fond of discussion, prefers to keep multiple options in hand like a swiss-army knife. #Sales #B2B #Negotiation #marketing #FunFacts #salestips 

Fire requires air as a fuel source to burn & spread; without the supply of air, fire ceases. By governing the speed & supply of air, fire is controlled from being wild to gentle. On the other hand, fire controls the intensity, impatience, & rebellious nature of air by burning it. Show this thread. In sales, when these two transact in a buyer-seller engagement, they act like friends in a symbiotic relationship. Collectively, they can reduce the sales cycle & create new & incremental revenue growth at both ends. Most closed deals will be short term and high margin because both like to wrap up deals swiftly and end up paying more for a service or a product. Airy natives overspend more than fiery natives. #Sales #B2B #salestips #product #marketing 

Buyers who open up in conversations quickly & have no hidden agenda; end up sharing information with the Seller side & makes it difficult for them to leverage the option of BATNA (use an alternative). #Sales #salestips #Negotiation #marketing #product

Tuesday, August 17, 2021

Mistakes Made in Building a Cloud Strategy

 Mistakes Made in Building a Cloud Strategy

1. Assuming it’s an IT (only) strategy, not involving business 
2. Not having an exit strategy 
3. Combining a cloud strategy with cloud adoption/migration/implementation 
4. “It’s too late — we’re already executing,” redoing everything 
5. Equating a cloud strategy with “we’re moving everything to the cloud” 
6. Our cloud strategy is our data center strategy/it’s “all in” or nothing 
7. Our strategy is by executive mandate 
8. We’re a shop so that’s our cloud strategy/we need a single vendor cloud strategy 
9. Outsourcing your cloud strategy 
10. We are “cloud-first” and that is our strategy

PS: How to map cloud journey and avoid mistakes in execution



Source: Gartner, BCG, Mckinsey

Thursday, August 12, 2021

Telecoms - IT Strategy, Managed Services and Implementation View

 

Telecom Verticals - IT Strategy, Managed Services, and Implementation View on 1Page.

(source: Gartner)






Hype Cycle for the CSPs Network Infrastructure 



Wednesday, August 11, 2021

Post COVID - FY22 Australian Economy Update

 


Export to China primarily iron ore is bringing Revenue 3 times what was estimated in the budget (from USD $55/tonne to $200/tonne). 

Once Brazil overcomes labor supply and Chinese mines open for business in Africa, Australia will see the impact.  



While household debt and savings are rising. Frequent and strict lockdown in major cities of Australia means less spending by people.

Australia is still behind other OECD countries when it comes to green energy.




Australian Vaccine rollout is abysmal compared to US, UK, Canada and EZ. This means a conservative approach of the elongated lockdown applied, threatening its economy in a globally connected world.    


Frequent and elongated lockdown in major cities of Australia, primarily Sydney and Melbourne threatening FY22 Q1 and Q2 (likely) with downward growth.


Source: CBA

Friday, August 06, 2021

Weekend Reading

 

Vodafone will get a lifeline from Retrospective Tax Withdrawl

Key Players in Indias Telecom Industry

 

Vodafone Tax Issue Timeline

   

 Indian Govt Decision on Retrospective Tax 

   


Key Issue and Arguments
  • Vodafone acquired Hutchinson/Idea/Max in 2007 - 67% share by $ 11Bn
  • Hutchinson Vamco based out in HKG sold 67% shares driven by assets in India
  • Indian Tax Department called out that Vodafone has to pay Capital gains Tax (calculated as Rs 7K Crore in 2007, today its Rs 20K Crore liability)
  • Vodafone said the transaction was made by 2 foreign entities (Hutch/Vodafone) in a tax heaven country
  • When challenged by the Tax department, Vodafone went to Supreme Court  (SC) and won the case by saying that assets transferred in a foreign country cant be taxed
  • FM Paranb Mukherjee was hurt (probably ego) by this SC ruling and hence he applied his power in govt and legislation to circumvent the SC ruling and applied the tax from backdating retrospectively
Removal of Retrospective Tax by Indian Govt. will give a lifeline to Vodafone India who is struggling financially in a JV with Hutch/Idea. The tax was ill-conceived by the FM Paranb Mukjherjee even though it was opposed at the time by PM Manmohan Singh and his cabinet colleagues like P Chidambaram and Kapil Sibal (law minister) in 2007. The tax was imposed from the backdate (can claim nearly 60 years) after Vodafone won the case in Supreme Court (as described by Shekhar Gupta from ThePrint). By rolling out the retrospective tax FM exercised typical abuse of power, intimidation, and legislative superiority to ensure Vodafone falls in line.


Why Vodafone is Indispensable

 
India has few major players in the Telecom sector. The failure of any key player is detrimental for Telecom and is key to Indias IT-driven Service Sector. Besides this, it will cause twin balance sheet issues for the financial sector as Indian Banks will lose their invested capital.

For Vodafone India, on the verge of bankruptcy in FY 22, Rs 20K crore liability will give a lifeline and infuse cash to survive in a capital intensive industry during these challenging times when the demand profile has changed.


In short, this decision by govt is late, but sometimes politics can weaken strong leaders resolute to reform. As Shekhar Gupta (from ThePrint) called out correctly that if a mistake goes long, it does more damage, but it needs to be welcomed if it's corrected.

Credit: Shekhar Gupta from The Print, ET, The Hindu, WSJ.


Update on Liability for Vodafone India is around 60K crore, (share price is around - Rs7).  
India's telecom sector is mismanaged by bureaucrats and is destroyed by some of the ludicrous policies on taxation like AGR for spectrum. The amount of money owed to govt and bank by 3 telco companies (VI, Airtel) is around 1Lakh crore. Govt needs to assist this sector which has laid the pathways for the future. Time is running out before it's too late. 

   






Wednesday, August 04, 2021

Brief Context and Background on Sales

 

Sales 

Origin 

Word sale came from the old English word sala - "a sale, act of selling", which originated from a Scandinavian source such as Old Norse sala, which originated from Proto-Germanic source "salo". The use of this word first appeared in texts around 1866, and by 1910 word Sales Representative was defined. 

Definition 

A sale is an activity between two or more parties in which the buyer receives tangible or intangible commodities, services, or assets in exchange for money. It is a commitment between the buyer and the seller to be exchanged for monetary consideration. When this activity is repeated multiple times for goods, it is defined as a Sale. Sale is a successful transaction between a buyer and a seller reaching a zone of potential agreement (ZOPA). The interaction between the two individuals or parties underpins the success of this transaction. If two individuals are comfortable interacting with each other, they will transact or do business. In other words, relationships play an essential role in closing a sales transaction. 

Sales Today 

Today, a sale can be executed in multiple ways through a direct, indirect, electronic, agency, B2B, B2C and other channels. With the rise in technology adoption underpinned by digital enablement, sales in B2B and B2C segment is becoming more technology-enabled and less human-centric. However, buyers in the B2B domain still prefer human interactions for complex and large deals. In the context of business, sales are the lifeline of any business, and to succeed in B2B sales or convincing others, one must learn how to navigate other people's mind. 

Beyond Sales 

Today selling has become an integral part of our daily life because we sell every day to others. How to influence and win over others is a skill that is fundamental to success in life and every task we undertake. Selling is everyone's business, and this is something that is not taught in any school. To succeed, the art of sales needs to be learned and practiced from early childhood. 




Friday, July 30, 2021

Australian Fibre Roll Out - Cost Envelope

Australian Fibre roll out for digital enablement across the country (continent) is going to cost $57Billion AUD.

 


Wednesday, July 28, 2021

Difference Between Fire and Water Type Seller

Fire Seller 

Fire signifies charisma & brilliance it removes the darkness by brightening our surroundings. Similarly, #sellers with charisma & brilliance attract others & enlighten them with their brilliance & action. They are persuasive & convince others easily with their thoughts and vision. These #Sellers love to have an audience, like how Fire brings people together during the evenings in winter. They attract buyers with their charisma and energy. They prefer to use an audience to position their offering #Sales #salestips #B2B #product #marketing 

Water Seller

Water has depth, like an ocean or a silent river. When water starts flowing from the mountain top, it has purity, crystal clear visibility, and is drinkable. The sound of flowing water mesmerises everyone, which implies that these #sellers are honest and pure at heart. Besides, watery #sellers think at a very deep and philosophical level, pay attention to detail, and have a sweet voice that captures other people's attention. Among the five elements, Water is the least mobile after Earth because it prefers a horizontal position. Therefore, these #sellers like to lie down on the couch or bed, speak and walk slowly, and take a lot of time to act. They are best described as a turtle in action (slow-moving). #B2B #Sales #salestips #product #marketing

More sales tips from my upcoming book can be found here.

Australia Future Outlook - FY2022

 


Sunday, July 18, 2021

How to Identify Buyers Persona and to Sell Them

My upcoming book - Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales outlines a unique way of identifying Buyer and Sellers Persona, and how to apply them in various scenarios across Buyers Map.  

Excerpt from the book

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Persona Mapping with Elements - Buyer and Seller 

-

In the world of business to business (B2B) sales, the buyer and seller relationship plays a significant role in winning or losing a transaction. Creating and nurturing these relationships across multiple stakeholders is a challenging, lengthy, and time-consuming process. 

One of the critical activities and constituents of a sales plan is to build the buyer's stakeholder persona that will assist in the relationship-building process. Mapping of these stakeholder personas reveals the type of levers that can be used to develop and nurture long term relationships with the intent of winning and expanding the sales pipeline. Without the intelligence of the buyer's persona, the sales execution effort will be challenging and profoundly inefficient and ineffective. 

Besides, it addresses the risk of losing a sales representative because by capturing and documenting the buyers' persona, you can ensure that gathered intelligence and levers applied in building relationships and influencing negotiations are not lost with a change in guard at the sellers' end.    

The framework for creating and destroying five elements is applied to overcome the challenging task of mapping and building the persona. The inherent attributes of each element are used to map and develop the personality of each stakeholder at the buyers and sellers end in different scenarios.


--

Friday, July 09, 2021

Tips on B2B Sales

Sharing some tips on B2B Sales from my upcoming book - Sellers from Mars and Buyers from Venus

  • Emotional people are not best suited for #sales. They are better suited for HR roles. More on this in my upcoming book on #B2B #Sales 
  • A buyer who speaks sweetly listens calmly with patience, constantly observe the opposite side, pays attention to detail & use empathy to impress upon & don't like to take control, they are primarily price takers in negotiations. #B2B #Sales 
  • A buyer which is agile with a short attention span and lives in the present state and has polished behaviour and style, prefers short term engagements, positioning a long team deal is futile. Positioning a high margin short term deal will be a winner. #Sales #B2B
  • Buyers which are good at building and maintaining relationships with friends & family members are collaborative and gel with others easily. They prefer bottom-up engagement, their risk appetite is low and the status quo is their mantra. #Sales #B2B
  • Sellers who are data-driven, action-oriented, use strong and action-centric language and bring money into the business. They are best suited for Hunting. #Sales #B2B
  • Sellers who are, well-disciplined but lack patience, speak rapidly with conviction and respond swiftly and timely, employ intellect and style to impress upon will make multiple offers to close a transaction. #B2B #Sales #FunFacts
  • A Sponsoring Executive (Buyers end) who is action-centric, futuristic, data & visual driven, like an audience & connecting with higher authorities will reach out to innovative & agile suppliers, or internal teams for selling the biz. case. RFP is the least preferred. #B2B #Sales
More tips can be found here at this handle

Tuesday, July 06, 2021

Tweets for Book Promotion - Sellers from Mars and Buyer from Venus

Sharing some of the promotional tweets for my upcoming book - Sellers from Mars and Buyers from Venus

  • Emotional people are not best suited for #sales. They are better suited for HR roles. More on this in my upcoming book on #B2B #Sales 
  • A buyer who speaks sweetly listens calmly with patience, constantly observe the opposite side, pays attention to detail & use empathy to impress upon & don't like to take control, they are primarily price takers in negotiations. #B2B #Sales 
  • A buyer being reserved, emotionless, future centric and striving for perfection but has fear of failure will walk away from the deal if the solution offered is not perfect and of the utmost quality. #Sales #B2B 
  • People who respond or communicate at their own pace or are slow and carry a deep voice, are best suited for farming activities in #Sales. More on this in my upcoming book on #B2B #Salesforce People who write an email in bullet points and use action-centric wording brings money to the business. #Sales #B2B 
  • A Leader is paid for courage and vision, not for time and effort #thinking #leader
  • A buyer with visible and big nostrils will be ideal for sellers for closing a high margin sales deal #B2B #Sales #funfacts
  • A buyer who writes short and crisp emails is driven by perfection and the utmost quality and will walk off from the deal if the solution offered is not perfect and robust. #Sales #B2B
  • A seller who looks straight into stakeholders eyes will bring money into the business. #Sales #B2B #FunFacts
  • Sellers who are, well-disciplined but lack patience, speak rapidly with conviction and respond swiftly and timely, employ intellect and style to impress upon will make multiple offers to close a transaction. #B2B #Sales #FunFacts
  • A Sponsoring Executive (Buyers end) who is action-centric, futuristic, data & visual driven, like an audience & connecting with higher authorities will reach out to innovative & agile suppliers, or internal teams for selling the biz. case. RFP is the least preferred. #B2B #Sales
More tweets can be followed here at this handle

Thursday, July 01, 2021

Telcos Monetising Assets - Connectivity in Play

The telco towers bonanza is still in full swing, with two incumbents on opposite sides of the world each announcing deals on Wednesday with investment funds keen to cash in on the demand for connectivity.
  • Australian incumbent offloads 49 percent of InfraCo for nearly A$3bn 
  • Similarly Telia sells 49 percent of Norway and Finland tower ops for more than €700m 
  • In both cases, investment funds are the ones that want a piece of the action 
More here

Wednesday, June 30, 2021

Key Tips on Negotiation

 Key Tips on Negotiation from the book, Never Split the Difference, by Chris Voss.


  • A good negotiator prepares, going in, to be ready for possible surprises; a great negotiator aims to use her skills to reveal the surprises she is certain to find. 
  • Don’t commit to assumptions; instead, view them as hypotheses and use the negotiation to test them rigorously. 
  • People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible. 
  • To quiet the voices in your head, make your sole and all-encompassing focus the other person and what they have to say. 
  • Slow. It. Down. Going too fast is one of the mistakes all negotiators are prone to making. If we’re too much in a hurry, people can feel as if they’re not being heard. You risk undermining the rapport and trust you’ve built. 
  • Put a smile on your face. When people are in a positive frame of mind, they think more quickly, and are more likely to collaborate and problem solve (instead of fight and resist). Positivity creates mental agility in both you and your counterpart

Tuesday, June 29, 2021

The Promise of 5G - Accelerates Digital Enablement

 The Promise of 5G - Accelerates Digital Enablement 



Use cases example:
  • IOT, Surveillance
  • Networking redundancy option
  • Industrial Automation Robotics
  • Edge Architecture, AR/VR 

Source Credit: Gartner


Sunday, June 27, 2021

Customer Experience Principles for Business Growth

The ten principles behind great customer experiences defined by Matt Watkinson in his book 

  • 1. Great customer experiences strongly reflect the customer’s identity 
  •  2. Great customer experiences satisfy our higher objectives 
  •  3. Great customer experiences leave nothing to chance 
  •  4. Great customer experiences set and then meet expectations 
  •  5. Great customer experiences are effortless 
  •  6. Great customer experiences are stress free 
  •  7. Great customer experiences indulge the senses 
  •  8. Great customer experiences are socially engaging 
  •  9. Great customer experiences put the customer in control 
  •  10. Great customer experiences consider the emotions

Thursday, June 24, 2021

Creating Value by Digital Transformation

 Mckinsey writes how Boards can create value via Digital Transformation.

Digital transformations aren’t about being digital; they’re about creating value. That aligns with the board’s most important mandate, and the board can be particularly helpful in assessing value across three vectors: 
  • Scale. The typical aspirations of digital transformations often lead to changes at the margins (5–10 percent increases over the previous year). This is fueled by an insufficient understanding of what digital can do. As a rule of thumb, digital initiatives should have the potential to change at least 20 percent of operating profits. Boards can push their CEOs to shoot higher. 
  • Source. Technology is often an efficiency conversation about cost savings. But the greater value of tech is in its ability to build value. Recent McKinsey research into cloud economics, for example, has shown that as much as 75 percent of the $1 trillion at stake in cloud will come from business innovation. Directors can make sure that management is exploring ways to tap tech to create new sources of value. 
  • Scope. Short-term pressures can overtake any business, especially when the market is volatile. Digital transformations, however, require long-term commitments to reap the full rewards they can deliver. Boards can press their CEOs to make sufficient expenditures for long-term initiative

More here 

Tuesday, June 22, 2021

Quotes - How to Shape Vision and Leadership

8 catchy quotes to shape your vision of leadership and management by Leslie Petrequin:

1. “Play chess not checkers”. 
2. “How you handle *the bus* says a lot about your management style.” 
3. “How you handle *the bus* says a lot about your management style.” 
4. “The currency of real networking is not greed but generosity.” 
5. “Forget a Mentor, Find a Sponsor.” 
6. “You are the average of the 5 people you spend the most time with ~Jim Rohn”. 
7. “Hire for attitude, train for skills”. 
8. “You can’t find people you are not looking for”. 

More here

Wednesday, June 09, 2021

Strategy elements under the hood

 What every strategy design needs to consider and address by Jeroen Kraaijenbrink  

  • Value Proposition: What products and services you offer, how you offer them, and what added value they have for the customer. 
  • Customers & Needs: The organizations and people you serve and which needs of them you fulfil. 
  • Competitors: Others that your customers will compare you to in deciding whether or not to buy your products or services. 
  • Resources & Competencies: What you have, what you are good at, and what makes you unique. 
  • Partners: Who you work with and who makes your products or services more valuable. 
  • Revenue Model: What you receive in return for your offer, from whom, how, and when. 
  • Risks & Costs: What financial, social, and other risks and costs your bear and how you manage these. 
  • Values & Goals: What you want, where you want to go and what you find important. 
  • Organizational Climate: What your culture and structure look like and what is special about them. 
  • Trends & Uncertainties: What happens around you that affects your organization and what uncertainties you face.
More on this topic at Forbes

Tuesday, June 08, 2021

Australias AAA Rating is Safe

From AFR 

The world’s biggest credit rating agency gave a vote of confidence to Australia’s ‘‘strong’’ economic rebound and suppression of the COVID-19 virus. 

The endorsement removes the threat of a downgrade since S&P put Australia on a ‘‘negative’’ outlook at the peak of pandemic panic in April last year and which could have increased the cost of borrowing for the $1.6 trillion in federal government debt projected over the next decade. 

S&P forecasts the federal budget deficit to shrink faster than the government’s projections because the rating agency assumes the iron ore price will be higher than the government’s conservative assumption of $US55 a tonne.



Tuesday, May 25, 2021

Why Buyers Persona Matters in B2B Sales

Does Buyers Persona Matters in B2B Sales and Marketing Execution?

Read here, here, here and here why it matters.

Elevate Your B2B Brand with Emotional Connect

How B2B Technology Vendors Can Make an Emotional Connection With Their Customers

Most B2B technology businesses focus their marketing communications messages on features and benefits. Beyond promoting features and benefits, B2B technology businesses can differentiate themselves by connecting emotionally. 

Following questions to ask yourself when assessing if you're making an emotional connection with your customers can be read here.

Monday, May 24, 2021

Thursday, May 20, 2021

Post COVID - Know Your Dynamic Demand Profile Trigger

 Post-COVID - Know Your Dynamic Demand Profile Trigger to Identify Growth Areas 





Source: HBR October 2020 Edition

Wednesday, May 19, 2021

Monday, May 17, 2021

Sellers from Mars and Buyers from Venus - XI

Excerpt from my upcoming book at amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales". 

How to apply the framework of five elements on a stakeholder for persona mapping.    

--

Narendra Modi  

Background

Narendra Damodardas Modi is an Indian politician serving as the 14th and current Prime Minister of India since 2014. He is the first prime minister born after India's independence and the second non-Congress one to win two consecutive terms with a majority.

Appearance

  • The following characteristics indicate that his primary element is Earth:
    • he has a round nose tip and a protruding belly 
    • he has a thicker nose bridge and full lips
    • he has angled jaws and protruding cheekbones, and
    • he speaks with gravitas
  • The following characteristics suggest that his secondary element is Fire:
    • he has a medium build or height
    • he has bright eyes and a unique sparkle
    • his ears are pointy, and 
    • he walks swiftly

Engagement, Communication, Clothing

  • Earth attributes are evident in the following behaviours:
    • he believes in serving others
    • he is stubborn (doesn't like to be pushed around), and once he decides, he doesn't change his decision no matter what happens (like the demonetisation or legislation for removing Article 370 from the constitution)
    • he is also secretive – with surgical strikes over Pakistan and the execution of the demonetisation in India, which were designed and implemented with the utmost secrecy  
    • he always listens to his friends or inner coterie; for example, he used to consult late Arun Jaitley as his sounding board before taking any critical decision 
    • he is a hardworking workaholic and typically works 18 hrs a day and for 365 days a year; since 2014, he hasn't taken a day off from his office, and
    • he is also resentful – he is known to go after people who demonise or go against him, like how he won’t give interviews to a few journalists and has made their life very challenging in their profession  
  • The following supplementary behaviours suggest Fire is the secondary element: 
    • he loves new beginnings and comes up with new initiatives regularly - like skill India, startup India, water and electricity for every household
    • he is fond of public speaking and likes to put on a show; for example, he regularly comes on a radio program named "mun kee baat", and when he celebrates any occasion, it's done with a grandeur
    • he is inspirational and always promotes the idea of doing something real and meaningful
    • he also brings money by going overseas or inviting foreign companies to come to India and do business; every year, Pravasi Bhartiya Divas is used for signing MOU's with foreign companies; under his tenure, India's FDI has reached its highest level since independence
    • he is also driven by action (spends long hours and weekends at work), and
    • he likes to wear bright coloured clothes

Summary


By analysing the appearance, engagement, communication and clothing style of Narendra Modi, it is evident that his primary element is Earth, and the second element is Fire. His tertiary element could be attributed to Space (Metal).

In terms of his engagement with others, his primary element, Earth, means that he finds it hard to work with people with Air and/or Water as their primary element because Air and Water are in a non-parental child relationship with Earth. People with Fire and Space (Metal) as their primary element would work well with him. These two elements are in a parent-child relationship with Earth, giving way to harmony prevailing among them. 

Image Credit: Pinterest

--

Previous articles can be read here

  • Part 10 on How to apply elements framework for Product vs Service-Centric Sales can be read here
  • Part 9 on How to apply elements framework on how a Procurement Executive will engage can be read here 
  • Part 8 on How to apply elements framework for Sales Planning and Execution can be read here
  • Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read here 
  • Part 6 on How to apply elements framework on a Legal Service Counsel can be read here
  • Part 5 on How a Marketing Manager will engage can be read here
  • Part 4 on How a Sponsoring Executive will engage can be read here
  • Part 3 on Negotiation Styles in B2B Sales can be read here 
  • Part 2 on Persona Mapping in B2B Sales can be read here 
  • Part 1 on Marrying Elements of Nature with B2B Sales can be read here  

Thursday, May 13, 2021

Sellers from Mars and Buyers from Venus - X

Excerpt from my upcoming book at amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales" 

How to apply the five elements framework for Product vs Service Centric Sales.

--




Next: Coming up

  • How to apply elements for identifying Narendra Modi's Persona, Prime Minister of India
--
Previous articles can be read here.
  • Part 9 on How to apply elements framework on how a Procurement Executive will engage can be read here 
  • Part 8 on How to apply elements framework for Sales Planning and Execution can be read here.
  • Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read here 
  • Part 6 on How to apply elements framework on a Legal Service Counsel can be read here.
  • Part 5 on How a Marketing Manager will engage can be read here
  • Part 4 on How a Sponsoring Executive will engage can be read here
  • Part 3 on Negotiation Styles in B2B Sales can be read here 
  • Part 2 on Persona Mapping in B2B Sales can be read here 
  • Part 1 on Marrying Elements of Nature with B2B Sales can be read here  


Wednesday, May 12, 2021

Australian Economy - Reviving

The economy is ‘roaring back to life’ - key indicators below: 

The budget bottom line is $133 billion, which $30 billion better than forecasts in December, due largely to surging income taxes off the back of jobs growth, as well as increased superannuation and company taxes. The former reflects a rebounding share market, the latter a business recovery led by retail. 

More details here - https://lnkd.in/gSCQqfG

 




































Iron Ore demand by China is cushioning the debt.

 






















Recovery in Employment

 

Saturday, May 08, 2021

Weekend Reading

Weekend Reading

  • What history tells you about post-pandemic booms - read here 
  • Voyager Digital: 18,000% Revenue Growth And Better Interest Than Coinbase - more here 
  • Funding Friday: Pattern Alphabet cards for exploring nature - more here
  • Making large-scale, functional, electronic textiles - more here

Friday, May 07, 2021

Sellers from Mars and Buyers from Venus - IX

Excerpt from my upcoming book at amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales" 

How to apply the five elements framework when engaging a Procurement Executive. 

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Next: Coming up

  • How B2B Sales are different in Service vs Product 
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Previous articles can be read here.
  • Part 8 on How to apply elements framework for Sales Planning and Execution can be read here.
  • Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read here 
  • Part 6 on How to apply elements framework on a Legal Service Counsel can be read here.
  • Part 5 on How a Marketing Manager will engage can be read here
  • Part 4 on How a Sponsoring Executive will engage can be read here
  • Part 3 on Negotiation Styles in B2B Sales can be read here 
  • Part 2 on Persona Mapping in B2B Sales can be read here 
  • Part 1 on Marrying Elements of Nature with B2B Sales can be read here  

Wednesday, May 05, 2021

Sellers from Mars and Buyers from Venus - VIII

Excerpt from my upcoming book at amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales" 

Cheat Sheet for applying the framework of elements for B2B Sales Planning and Execution 

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Next: Coming up

  • How a Procurement Executive will Engage
  • How B2B Sales are different in Service vs Product 
--
Previous articles can be read here
  • Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read here 
  • Part 6 on How to apply elements framework on a Legal Service Counsel can be read here 
  • Part 5 on How a Marketing Manager will engage can be read here
  • Part 4 on How a Sponsoring Executive will engage can be read here
  • Part 3 on Negotiation Styles in B2B Sales can be read here 
  • Part 2 on Persona Mapping in B2B Sales can be read here 
  • Part 1 on Marrying Elements of Nature with B2B Sales can be read here 

Friday, April 30, 2021

Sellers from Mars and Buyers from Venus - VII

Excerpt from my upcoming book at amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales" 

How to apply the framework of elements on a stakeholder for persona mapping  
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Application 
The first step is to identify the key elements representing their human traits to apply this framework to any individual. Out of the five elements, a primary and a secondary element plays a vital role in shaping our personality and appearance. Let's apply this framework of creation and destruction of five elements and their elemental attributes with few examples to identify primary and secondary elements.

Steve Jobs

Background
Steven Paul Jobs was an American business magnate, industrial designer, investor, and media proprietor. He was the chairman, chief executive officer (CEO), and co-founder of Apple Inc. Steve is widely recognised as a pioneer of the personal computer and smartphone revolutions.

Appearance

The following characteristics indicate that Space (Metal) element as primary:
  • had a muscular body but in the latter part of life became slim because of illness
  • his face was oval-shaped
  • had lined lower cheeks, and 
  • had wide space between features

The following characteristics suggest that the Fire element is secondary:
  • had a pointy nose, and 
  • had long hair in his youth and later on became partly bald with a receding hairline

Engagement, Communication, Clothing

Space (Metal) attributes are evident in the following behaviours 
  • was self-made and was always keen on the big picture
  • was emotionless (even left his daughter)
  • loved designer clothes and expensive items (he built his own luxury yacht)
  • was meticulously neat and tidy (apple stores, new apple head office, practised the philosophy of minimalism at home and work)
  • was a perfectionist (iPhone and iPad), logical in thinking
  • highly critical (openly criticised Adobes Flash for crashing ios devices and mac), and
  • his email responses were concise and minimal (he used to respond to customer queries from his iPhone with 1-2 lines of text only)

The following supplementary behaviours suggest Fire is the secondary element 
  • he loved new beginnings
  • was fond of public speaking and putting a show (apple events) 
  • driven by action (spent long hours and weekends at work)
  • was inspirational and always promoted the ideas of doing something real, inspiring uni students with his talks
  • brought money with him (he started as a salesman and became one of the best salesmen), and 
  • lacked boundaries and was impulsive (was widely know to shout at staff if they didn't meet his very high standards) 
  • righteousness (lost his cool and criticised Eric Schmidt for copying Apple design by Googles Android)

Summary

By analysing the appearance, engagement, communication and clothing style of Steve Jobs, it is evident that his primary element was Space (Metal), and the second element was Fire. His tertiary element could be attributed to Air.

In terms of his engagement with others, his primary element, Space (Metal), meant that he found it hard to work with people having Air and Fire as their primary element because Air and Fire are in a non-parental child relationship with Space (Metal). People with Earth and Water as their primary element would have worked well with him as these two elements are in a parent-child relationship with Space (Metal). Giving way to harmony prevailing among them.


Image Credit: Wikipedia

Next: Coming up 

  • Cheat Sheet for Sales Planning and Execution using Five Elements   
  • How a Procurement Executive will Engage
  • How B2B Sales are different in Service vs Product 
--
Previous articles can be read here
  • Part 6 on How to apply elements framework on a Legal Service Counsel can be read here 
  • Part 5 on How a Marketing Manager will engage can be read here
  • Part 4 on How a Sponsoring Executive will engage can be read here
  • Part 3 on Negotiation Styles in B2B Sales can be read here 
  • Part 2 on Persona Mapping in B2B Sales can be read here 
  • Part 1 on Marrying Elements of Nature with B2B Sales can be read here