Strategic Foresight - Insights in Business and Technology

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 Engagement, Communication, Clothing Earth

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 Persona Mapping in B2B Sales can be read  here   P

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 indicate that Sp

 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

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

 

Buyer Process Maps captures the Buyer's Journey

Sharing my thoughts on how to qualify leads and forecast target. Over the years, I have successfully used the BANT framework across the Waterfall Model of Funnel. Let's look at the stages of Stage 0 (Demand Generation) Inquiry  - via a demand generation campaign like email/social media/webinar etc. or a sales rep. driven I'm not sure how you have got these 22 leads. From here, 22 prospects needs to be qualified along with 3 existing qualified leads to be sure. Stage 1 (Lead Management) Awareness - customer says do I have a problem, root problem /or a symptom of a problem Exit criteria - Marketing Captured Lead (MCL) which is data requests like  decisions makers, address, email, employees and other details of an organisation Stage 2 (Lead Management) Consideration - mean buyers say I have a problem and a need Exit criteria - Marketing Qualified Lead (MQL) -  BANT 1 can be used to exit to the next stage  Stage 3  (Lead Management) Engagement  - m