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Sellers from Mars and Buyers from Venus - VI

 Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"  How a Legal Service Counsel will engage with others  -- Legal Services Legal services are a corporate function where a legal counsel provides support in enabling or executing a business operation. In the case of business to business (B2B) sales, a legal counsel works closely with the buyers' legal team, internal sales, product engineering teams and other stakeholders to assist in quantifying, negotiating and closing a deal. The key responsibilities of a legal counsel are following:  ● preparing, modifying and negotiating a legal framework for contractually engaging with buyers like the master service agreement (MSA), statement of work (SOW) and purchase order  ● do due diligence, provide assessment and guidance on the following risks:  o business ▪ lock-in commitment and its implications ▪ probability of damages arising and the magnitud

Australian Budget to return to Surplus

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From AFR: More economists have backed the federal budget to return to surplus within four years and investment bank UBS suggests it could be done without substantial near-term fiscal repair. The UBS economists suggest that: It’s plausible the budget will project a return to balance in 2024-25 (as occurred in 2018-19 before COVID hit), with a cumulative improvement of about $200 billion across the [forward estimates],’’ the UBS economists wrote in a note to clients. The UBS economists also expect the improvement could push the Reserve Bank of Australia into tapering its massive $200 billion bond-buying program. More can be read here

Post COVID - Digital Acceleration Trend

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B2B Sales - Sellers From Mars and Buyers From Venus - IV

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Excerpt from the upcoming book at   amazon.com      - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales" How a Sponsoring Executive will engage with others  -- B2B Sales Stakeholders and Their Activities The sales team or a sales representative, engages various internal and external stakeholders, with the intent of growing the business underpinned by positioning a compelling product or a service. The following list gives a good view of various stakeholders engaged by the sales team or a representative. ● the internal marketing and corporate strategy team for research, positioning, and pricing  ● internal product engineering or service design team  ● internal legal service team for defining contractual agreements, terms, and conditions ● procurement at the buyer’s end ● sponsoring C-level executives like CEO, CFO, CIO, CDO and their team members at buyer’s end ● internal HR, legal, quality, security and sales team   ● and others like a

B2B Sales - Sellers From Mars and Buyers From Venus - III

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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

B2B Sales - Sellers From Mars and Buyers From Venus - II

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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

B2B Sales - Sellers From Mars and Buyers From Venus - I

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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

Post COVID - B2B Sales Acceleration

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Post COVID - Dynamic Demand Profile Impact

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Post COVID - Why Digital and Cloud is on Fire

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Post COVID - B2B Technology Growth Drivers

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  Read how to create value from  Digital Transformation

Covid 19 Impact - Changes in IT Spend

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COVID Forces Infrastructure Rethink

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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

Why Persona Mapping Matters in B2B Sales

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 .     

COVID 19 Economic Impact

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