Strategic Foresight - Insights in Business and Technology

Excerpt from the upcoming book at  amazon.com     - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales" -- Negotiations - Influence to Win    The business to business (B2B) sales negotiation is a conversation between a seller and a buyer to reach an agreement that is beneficial to both. To reach a zone of potential agreement (ZOPA), both engage in multiple rounds of discussion. The back and forth nature of these discussions are driven to gain an upper hand over the other side by finding their reservation point (breaking point), or their BATNA (Best Alternative To a Negotiated Agreement) or any useful information which will assist in bargaining. To win negotiations in sales a lot of preparation is required. This includes the collection of information about the other side's negotiation style, motivation, risks, BATNA, concession, reservation, and timing. Without preparation and gathering of this information, the chances of winning negotiations are

Excerpt from the upcoming book at  amazon.com  - Sellers from Mars and Buyers from Venus -- 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.  To assist in the relationship-building process, one of the key activities and constituents of a sales plan is to build the buyer's stakeholder persona. Mapping of these stakeholder personas reveals the type of levers that can be used to build 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 reduces the risk of losing a sales representative, because by capturing and document

Excerpt from the upcoming book at  amazon.com    - Sellers from Mars and Buyers from Venus -- Marrying Elements of Nature with B2B Sales - Why We Need This The business to business (B2B) sales is a challenging, complex, and a long-drawn out 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. To succeed in business to business (B2B) sales, sellers have to gather intelligence, and anticipate prospective buyers’ preferences, thought processes, and modus operandi. Accordingly, the conversation is then initiated for positioning a product or a service.  Various methodologies like, personality tests developed by Katharine Cook Briggs and Isabel Briggs Myers, Game theory, Behavioural Psychology, etc are used in sales and business to learn about the stakeholder’s behaviour and motivation at the buyers and sellers end. These methodologies provide insig

 

 

 

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Recycling and telecommunications will need more investment after the pandemic but demand for public transport has dropped, Infrastructure Australia says. The return to CBDs will be ‘‘sluggish’’ in 2021, traffic congestion will rise as people continue to shun public transport and waste will keep soaring due to the botched recycling of packaging thrown out after online shopping sprees, a national study on infrastructure after the pandemic has forecast.  (src:AFR), more  here

Buyers persona matters in B2B Sales and Marketing, without this your sales execution is inefficient. I have highlighted this in my upcoming book on Sellers from Mars and Buyers from Venus .  More on this in the coming days, in the meantime some insights on why buyers' persona matters are  here .     

 

  Read how to create value from  Digital Transformation

  Update: Telstra started its Utility Play in FY 22 and halted it. Origin is in talks to buy Vocus's retail arm which comprises iprimus and Dodo.