Strategic Foresight - Insights in Business and Technology

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

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

 

  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

  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

  How to Map your Buyers Journey How to Start with Why Secrets of Sustainability How to Prepare for a Client Conversation Posers vs Top-Performing Sales Rep How do you Ask Good Questions

Fire Seller  Fire signifies charisma & brilliance it removes the darkness by brightening our surroundings. Similarly, #sellers with charisma & brilliance attract others & enlighten them with their brilliance & action. They are persuasive & convince others easily with their thoughts and vision. These #Sellers love to have an audience, like how Fire brings people together during the evenings in winter. They attract buyers with their charisma and energy. They prefer to use an audience to position their offering #Sales #salestips #B2B #product #marketing  Water Seller Water has depth, like an ocean or a silent river. When water starts flowing from the mountain top, it has purity, crystal clear visibility, and is drinkable. The sound of flowing water mesmerises everyone, which implies that these #sellers are honest and pure at heart. Besides, watery #sellers think at a very deep and philosophical level, pay attention to detail, and have a sweet voice that captures other

Weekend Reading Do Product Roadmap needs a Date Seven Myths of Business Experimentation Difficult Conversations at Work  Closing the Cultural Gap Sales Prospecting Tips

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 mantra. #Sales

 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 people are in a positive frame of

  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 to Avoid no Decision Deal The New Sales Imperative Sales Blocker? Revenue Target needs 3x The Sales Pipeline Overcoming 3 Common Sales Objections 

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 .

 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