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Weekend Reading

  Key to Building a Great Company Do the hard things . To build a great startup, you have to move fast. But you shouldn’t let urgency distract you from tackling big, thorny problems. Doing the hard things is one of the most effective ways to build true defensibility.  Protect your principles. Having clear company principles helps your team make faster, better decisions. It’s easier to act autonomously when you have a clear framework to follow. Failing to protect these values can shift your company towards an “exception-based” culture.  Pay your debts. Every time you make a sub-optimal corporate decision, you create a “debt” that must be paid. This is true across engineering, product, and marketing teams. To avoid debts spiraling, keep track of them and proactively pay them down.  Build a brand. If you’re building a good business, you’ll inevitably attract competition. For consumer companies, it’s essential to create an impactful, differentiated brand. If you do it well, you’ll outcom

Weekend Reading

  Less is more with Sales Proposal The New Elements of Digital Transformation Trends B2B Sales Leader Must Address  CMO's Exerting Influence FAST vs SMART Goals Leaders Need to Cultivate Complementary Strengths

Weekend Reading

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

Telecoms - IT Strategy, Managed Services and Implementation View

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

Tweets for Book Promotion - Sellers from Mars and Buyer from Venus

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 the business

Weekend Reading

Accelerate Your Sales Success A Virtuous Cycle of Entrepreneurship How Humanity Gave Itself an Extra Life The Truth About Mental Models with Shane Parris How to Do Hybrid Right

Sales Planning and Execution in a Digital World

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

Sellers from Mars and Buyers from Venus - VIII

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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  

Sellers from Mars and Buyers from Venus - VII

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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 indicate that Sp