Strategic Foresight - Insights in Business and Technology

  Indias Success in Exporting Goods  (China in View) Micropayments for web content Who gets to decide the Truth Salesperson - Nature vs Nurture Better to Sign up 1 Whale or 15 Minnows Acts of Courage that Led to Growth

Is Revenue and Profit Growth Rate Meeting Expectations Building a culture of learning at work Effective Sales Prospect Messaging Strategies to Increase Profit Key to Adding Value to Every Sales Encounter

How to see a revenue shortfall   How biases and ego trump your Strategy   What do you want your customers to do   Things to make your life better and sell more   The art of asking questions Two funds, four unicorns, $45 Bn Value Post COVID - Indias Weakest link Maybe the Informal Sector

Sharing some of the Sales Tips in tweets  from my new book  A buyer who is emotionless has an advisory tone, impresses upon care and nurture during the discussion, is lazy in communication, often prefers that the status quo is not challenged. Learn why do they behave like this in my new book on #B2B #Sales. #marketing #uxdesign #salestips  Sellers who are open to grievances but don't address the root cause of the objection because they lack depth & are impulsive, get emotional & angry on too many objections. Learn why they behave like this in my new book on #B2B #Sales. #marketing #salestips #negotiations  Sellers who are sharp, data-driven, emotionless, driven by the limelight from winning a deal or being seen as visionary often end up making concessions through the bargaining mix. Learn about this in my new book on #B2B #Sales. #marketing #uxdesign #salestips #negotiations A Seller who writes email in bullet points, uses action-centric words, likes visuals &

Weekend Reading -- The New Elements of Digital Transformation  Begin With Trust People Buy Tomorrows Dream Military Strategy to Defeat Your Dream A Framework for the Innovation in the COVID Era In Sales Time is Value not Money The Sales Process Was designed to Solve The Sales Organisations Problem

 Telecom Industry - Revitalise and Generate Revenue 

 B2B Sales Tips in tweets from my new book - Sellers from Mars and Buyers From Venus - Elements of Nature Meet B2B Sales -- Sellers need to anchor their conversation on Price, Risk, and Functionality only when selling to CIOs in Traditional IT (commodity). #Sales #salestips #IT #B2B  Sellers need to unpack the information asymmetry across different stakeholders at the buyer's end before articulating a value proposition. #Sales #salestips #B2B #marketing  Sellers need to share commercial insight and educate buyers about it. #Sales #B2B #salestips #B2B #marketing  B2B Persona Mapping enables sellers in navigating other people's mind. #B2B #Sales #salestips #marketing  Buyers trap #sellers through the RFP process as it leaves sellers with no BATNA and minimal leverage in negotiations. #sellers #salestips #B2B #marketing  To sell services in a post COVID and Digital world, building buyers' persona and applying the intelligence is key to success. #Sales #salestips #B2B #mar

 Mistakes Made in Building a Cloud Strategy 1. Assuming it’s an IT (only) strategy, not involving business  2. Not having an exit strategy  3. Combining a cloud strategy with cloud adoption/migration/implementation  4. “It’s too late — we’re already executing,” redoing everything  5. Equating a cloud strategy with “we’re moving everything to the cloud”  6. Our cloud strategy is our data center strategy/it’s “all in” or nothing  7. Our strategy is by executive mandate  8. We’re a shop so that’s our cloud strategy/we need a single vendor cloud strategy  9. Outsourcing your cloud strategy  10. We are “cloud-first” and that is our strategy PS: How to map cloud journey and avoid mistakes in execution Source: Gartner, BCG, Mckinsey

4 D's of Investing The growing use of Robotics Master the Leadership Why Warren Buffet never bought Google stock  The One Metric that Identifies Qualified Buyers The B2B Lead Gen Stumbling Block The India Opportunity

  Telecom Verticals - IT Strategy, Managed Services, and Implementation View on 1Page. (source: Gartner) Hype Cycle for the CSPs Network Infrastructure 

  Export to China primarily iron ore is bringing Revenue 3 times what was estimated in the budget (from USD $55/tonne to $200/tonne).  Once Brazil overcomes labor supply and Chinese mines open for business in Africa, Australia will see the impact.   While household debt and savings are rising. Frequent and strict lockdown in major cities of Australia means less spending by people. Australia is still behind other OECD countries when it comes to green energy. Australian Vaccine rollout is abysmal compared to US, UK, Canada and EZ. This means a conservative approach of the elongated lockdown applied, threatening its economy in a globally connected world.     Frequent and elongated lockdown in major cities of Australia, primarily Sydney and Melbourne threatening FY22 Q1 and Q2 (likely) with downward growth. Source: CBA

 

  What is required in Sales Process for Startups    Strategies Buyers Use to Negotiate Price Weekly Habit that will push you to peak performance You Don't have to Memorize the Presentation 3 Networking mistakes that you need to avoid Map your buyer in prospective Journey

Key Players in the Indian Telecom Industry   Vodafone Tax Issue Timeline      Indian Govt Decision on Retrospective Tax      Key Issues and Arguments Vodafone acquired Hutchinson/Idea/Max in 2007 - 67% share by $ 11Bn Hutchinson Vamco based out in HKG sold 67% of shares driven by assets in India Indian Tax Department called out that Vodafone has to pay Capital gains Tax ( calculated as Rs 7K Crore in 2007, today its Rs 20K Crore liability ) Vodafone said the transaction was made by 2 foreign entities (Hutch/Vodafone) in a tax heaven country When challenged by the Tax department, Vodafone went to the Supreme Court  (SC) and won the case by saying that assets transferred in a foreign country can be taxed FM Paranb Mukherjee was hurt ( probably ego ) by this SC ruling and hence he applied his power in govt and legislation to circumvent the SC ruling and prevent the tax from backdating retrospectively Removal of Retrospective Tax by the Indian Govt. will give a lifeline to Vod

  Sales  Origin  Word sale came from the old English word sala - "a sale, act of selling", which originated from a Scandinavian source such as Old Norse sala, which originated from Proto-Germanic source "salo". The use of this word first appeared in texts around 1866, and by 1910 word Sales Representative was defined.  Definition  A sale is an activity between two or more parties in which the buyer receives tangible or intangible commodities, services, or assets in exchange for money. It is a commitment between the buyer and the seller to be exchanged for monetary consideration. When this activity is repeated multiple times for goods, it is defined as a Sale. Sale is a successful transaction between a buyer and a seller reaching a zone of potential agreement (ZOPA). The interaction between the two individuals or parties underpins the success of this transaction. If two individuals are comfortable interacting with each other, they will transact or do business. In