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 

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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.


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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