Books

Upcoming Book

I have been thinking of writing a book for some time. So finally a book on B2B sales is coming soon.

Topic - Sellers from Mars and Buyers from Venus - Elements of Nature meet B2B Sales  

About the Book 
B2B sales is a challenging, complex, and a long-drawn process spanning across a period of anywhere between six to twenty-four months. The sales cycle varies across the products and services in different industries and geographies for multiple reasons and the complexities associated with the buyer's procurement process.

Various methodologies like personality tests developed by Katharine Cook Briggs and Isabel Briggs Myers, Game theory, Behavioural Psychology, etc are applied in business and daily life to learn about an employee or an individual’s behaviour and motivation. These methodologies provide insights by gathering data or observing individuals over a duration. 

The Five elements-based approach is an ancient methodology, used in Chinese medicine, Feng Shui and Ayurveda for medical treatment, face reading and to understand how humans behave. It relies on the fact that each element found in nature has certain key attributes and each human being acts under the influence of these elemental attributes. 

Applying and correlating the significance of these elemental attributes on humans, we can anticipate how an individual will behave. This methodology is related to nature through the cycle of creation and destruction. To succeed in the business to business (B2B) sales, sellers must gather intelligence and anticipate prospective buyers’ preferences, their thinking, and modus operandi. Accordingly, the conversation is started for positioning a product or a service. The application of the five elements-based methodology across the business to business (B2B) sales value chain is a quick, easy, and efficient process. 

This is an applied book which provides insights on, behavioural and engagement style of buyers or sellers in different roles, how to position and influence stakeholders to win negotiations, identify what type of sales representative will be best for a buyer, and anticipate how procurement, legal, marketing, finance or other value chain stakeholders will engage with the sales team.


 
Still In Garage
  • Topic - 2: Sales and Advisory in a Digitally Connected World. 
    • Why
      • This is my prime area of interest as I have been exploring further on Sales Management, Leadership and Advisory. My learning's from Digital Transformation work is helping me to merge these two. 

While I'm exploring this topic to crystallise my thought process. In the meantime, I'll keep writing about insights and ideas which interests me here on this blog. This will give me enough fodder to work upon.

Update: More work on Sales Advisory here, here and below

 


Dropped the idea of Book on Topic - 3   
  • How Digital Transformation is Redefining Industries.
    • Why
      • Digital transformation is a fundamental shift in business because digital technologies (in function) are front-office, customer-facing, and demand-generating instead of demand fulfilment or in other words generates revenue instead of a cost centre. (via https://twitter.com/markpmcdonald). They're the business's brand. Digital demands move at the pace of the market, competition, and customer expectations rather than the upgrade cycles of IT vendors.
      • The ubiquity of the internet has led to Digital Transformation across vertical industries and merging the gap between the physical and digital world.
      • Digital Transformation is driving a fundamental shift in Business Model. This shift has led to a deep impact on organisations operation, structure and, their culture.
      • Owning the digital ecosystem (like app stores) has become a vital channel for customer engagement, retention and revenue generation.
      • App Store led Commerce and Services in the digital world is increasing in double digits (YoY).
      • The emergence of Social Platforms like Facebook, Twitter and Linkedin has redefined how customers are engaged in a digital world. Customers used these as a learning, sharing and collaborating platform.
      • The emergence of Smart Mobile Device(incl. Tablets) with superior and engaging UX has led customers to use this as a preferred platform for commerce and service consumption.
      • The emergence of GPS enabled devices has allowed localised targeting of services.
      • The convergence of SO, LO, MO is driving digital disruption across every industry.
      • Low barrier to entry is driving constant innovation.
This is an area of enormous interest, so will write few posts on these. Scope of this exploratory work can be read here. More work on this topic is here .