Strategic Foresight - Insights in Business and Technology

Only 52 Companies in Fortune 500 since 1955 Employees Drive Competitive Advantage  Story of Waze - for Startups, Founders and Others Sales Trigger for New Opportunities How To Sell More How to Implement Digital Factory Build your Social Media Marketing Strategy 

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 mant...

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 th...

 Weekend Reading mRNA for other Vaccines Could be Bigger than COVID? Why Skype is struggling to match with Zoom Secrets for Sucess in Sales Improving your Thinking Agility Why Small M&A Works Better Resources flow where Power is Improve Customers Life Time Value Creately for Marketing  - My previous coverage of  Creately and Its Co-Founder's view  in the early stages of their journey.  

 Key Tips on Negotiation from the book,  Never Split the Difference , by Chris Voss. A good negotiator prepares, going in, to be ready for possible surprises; a great negotiator aims to use her skills to reveal the surprises she is certain to find.  Don’t commit to assumptions; instead, view them as hypotheses and use the negotiation to test them rigorously.  People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.  To quiet the voices in your head, make your sole and all-encompassing focus the other person and what they have to say.  Slow. It. Down. Going too fast is one of the mistakes all negotiators are prone to making. If we’re too much in a hurry, people can feel as if they’re not being heard. You risk undermining the rapport and trust you’ve built.  Put a smile on your face. When...

  Innovations inspired by Nature Why smart and hardworking people don't succeed Inspiring books to read Accelerate your professional services business Framework to grow your business

  Aussie Startup acquired in the US for $2bn    How to write a B2B sales proposition Humanity is stuck in short term thinking? How to retain your customers Build things that can last 1000 years What do prospects think when salespeople fail AIs Competitive Advantage

Applying the Persona Mapping framework, on CIOs, from my upcoming book at A mazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales".  

  How B2B brands benefit from collaborating with influencers Selling against the status quo   Edge computing opportunities  Nine books for every content writer Investor for startups - good/bad Will Apple get into Electric Car Business? 

Does Buyers Persona Matter in B2B Sales and Marketing Execution? Read here , here , here and here why it matters.

How B2B Technology Vendors Can Make an Emotional Connection With Their Customers Most B2B technology businesses focus their marketing communications messages on features and benefits. Beyond promoting features and benefits, B2B technology businesses can differentiate themselves by connecting emotionally.  Following questions to ask yourself when assessing if you're making an emotional connection with your customers can be read here .

Mckinsey writes about 6 different models for building the digital business. More can be read here 

 Weekend Reading B2B Sales Trend - For Buyers and Sellers Strategic Debt - killer for startups How products can speed up development Myths in Negotiation - Debunked  B2B Sales - Leaders use data to drive better sales performance

B2B Sales Planning and Execution - Strategic Lens and Tools for Achieving Success in a Digital world  

Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales".  How to apply the framework of five elements on a stakeholder for persona mapping.     -- Narendra Modi   Background Narendra Damodardas Modi is an Indian politician serving as the 14th and current Prime Minister of India since 2014. He is the first prime minister born after India's independence and the second non-Congress one to win two consecutive terms with a majority. Appearance The following characteristics indicate that his primary element is Earth: he has a round nose tip and a protruding belly  he has a thicker nose bridge and full lips he has angled jaws and protruding cheekbones, and he speaks with gravitas The following characteristics suggest that his secondary element is Fire: he has a medium build or height he has bright eyes and a unique sparkle his ears are pointy, and  he walks swiftly Engagem...

Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"  How to apply the five elements framework for Product vs Service Centric Sales. -- Next: Coming up How to apply elements for identifying Narendra Modi's Persona, Prime Minister of India -- Previous articles can be read here. Part 9 on How to apply elements framework on how a Procurement Executive will engage can be read here  Part 8 on How to apply elements framework for Sales Planning and Execution can be read  here. Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read  here   Part 6 on How to apply elements framework on a Legal Service Counsel can be read  here. Part 5 on How a Marketing Manager will engage can be read  here Part 4 on How a Sponsoring Executive will engage can be read  here Part 3 on Negotiation Styles in B2B Sales can be read  here   Part 2 on Perso...

Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"  How to apply the five elements framework when engaging a Procurement Executive.  -- Next: Coming up How B2B Sales are different in Service vs Product  -- Previous articles can be read here. Part 8 on How to apply elements framework for Sales Planning and Execution can be read here. Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read  here   Part 6 on How to apply elements framework on a Legal Service Counsel can be read  here. Part 5 on How a Marketing Manager will engage can be read  here Part 4 on How a Sponsoring Executive will engage can be read  here Part 3 on Negotiation Styles in B2B Sales can be read  here   Part 2 on Persona Mapping in B2B Sales can be read  here   Part 1 on Marrying Elements of Nature with B2B Sales can be read  here  ...

Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"  Cheat Sheet for applying the framework of elements for B2B Sales Planning and Execution  -- Next: Coming up How a Procurement Executive will Engage How B2B Sales are different in Service vs Product  -- Previous articles can be read here Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read here   Part 6 on How to apply elements framework on a Legal Service Counsel can be read  here  Part 5 on How a Marketing Manager will engage can be read  here Part 4 on How a Sponsoring Executive will engage can be read  here Part 3 on Negotiation Styles in B2B Sales can be read  here   Part 2 on Persona Mapping in B2B Sales can be read  here   Part 1 on Marrying Elements of Nature with B2B Sales can be read  here  

Excerpt from my upcoming book at  amazon.com  - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"  How to apply the framework of elements on a stakeholder for persona mapping   - Application  The first step is to identify the key elements representing their human traits to apply this framework to any individual. Out of the five elements, a primary and a secondary element plays a vital role in shaping our personality and appearance. Let's apply this framework of creation and destruction of five elements and their elemental attributes with few examples to identify primary and secondary elements. Steve Jobs Background Steven Paul Jobs was an American business magnate, industrial designer, investor, and media proprietor. He was the chairman, chief executive officer (CEO), and co-founder of Apple Inc. Steve is widely recognised as a pioneer of the personal computer and smartphone revolutions. Appearance The following characteristics i...

 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...