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. 

--


Next: Coming up

  • How B2B Sales are different in Service vs Product 
--
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 

--



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