Tips on B2B Sales

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 #B2B
• Sellers who are data-driven, action-oriented, use strong and action-centric language and bring money into the business. They are best suited for Hunting. #Sales #B2B
• Sellers who are, well-disciplined but lack patience, speak rapidly with conviction and respond swiftly and timely, employ intellect and style to impress upon will make multiple offers to close a transaction. #B2B #Sales #FunFacts
• A Sponsoring Executive (Buyers end) who is action-centric, futuristic, data & visual driven, like an audience & connecting with higher authorities will reach out to innovative & agile suppliers, or internal teams for selling the biz. case. RFP is the least preferred. #B2B #Sales

More tips can be found here at this handle

Emerging Technology Trends Radar

 

Source: Gartner

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. #Sales #B2B 
• A Leader is paid for courage and vision, not for time and effort #thinking #leader
• A buyer with visible and big nostrils will be ideal for sellers for closing a high margin sales deal #B2B #Sales #funfacts
• A buyer who writes short and crisp emails is driven by perfection and the utmost quality and will walk off from the deal if the solution offered is not perfect and robust. #Sales #B2B
• A seller who looks straight into stakeholders eyes will bring money into the business. #Sales #B2B #FunFacts
• Sellers who are, well-disciplined but lack patience, speak rapidly with conviction and respond swiftly and timely, employ intellect and style to impress upon will make multiple offers to close a transaction. #B2B #Sales #FunFacts
• A Sponsoring Executive (Buyers end) who is action-centric, futuristic, data & visual driven, like an audience & connecting with higher authorities will reach out to innovative & agile suppliers, or internal teams for selling the biz. case. RFP is the least preferred. #B2B #Sales

More tweets can be followed here at this handle

Weekend Reading

 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.  

Telcos Monetising Assets - Connectivity in Play

The telco towers bonanza is still in full swing, with two incumbents on opposite sides of the world each announcing deals on Wednesday with investment funds keen to cash in on the demand for connectivity.

• Australian incumbent offloads 49 percent of InfraCo for nearly A$3bn 
• Similarly Telia sells 49 percent of Norway and Finland tower ops for more than €700m 
• In both cases, investment funds are the ones that want a piece of the action 

More here

Key Tips on Negotiation

 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 mind, they think more quickly, and are more likely to collaborate and problem solve (instead of fight and resist). Positivity creates mental agility in both you and your counterpart

The Promise of 5G - Accelerates Digital Enablement

 The Promise of 5G - Accelerates Digital Enablement 

Use cases example:

• IOT, Surveillance
• Networking redundancy option
• Industrial Automation Robotics
• Edge Architecture, AR/VR 

Source Credit: Gartner

Customer Experience Principles for Business Growth

The ten principles behind great customer experiences defined by Matt Watkinson in his book 

• 1. Great customer experiences strongly reflect the customer’s identity 
•  2. Great customer experiences satisfy our higher objectives 
•  3. Great customer experiences leave nothing to chance 
•  4. Great customer experiences set and then meet expectations 
•  5. Great customer experiences are effortless 
•  6. Great customer experiences are stress free 
•  7. Great customer experiences indulge the senses 
•  8. Great customer experiences are socially engaging 
•  9. Great customer experiences put the customer in control 
•  10. Great customer experiences consider the emotions

Weekend Reading

• This synthetic bio startup raised $52 million to make tumours reveal themselves
• The best books on The Age of Revolution
• Is your differentiation based on outcome or features
• New eCommerce paradigm - look at boxes trucks and bikes
• Why NPS doesn't mean Retention
• Five golden rules for coaching 

Creating Value by Digital Transformation

 Mckinsey writes how Boards can create value via Digital Transformation.

Digital transformations aren’t about being digital; they’re about creating value. That aligns with the board’s most important mandate, and the board can be particularly helpful in assessing value across three vectors: 

• Scale. The typical aspirations of digital transformations often lead to changes at the margins (5–10 percent increases over the previous year). This is fueled by an insufficient understanding of what digital can do. As a rule of thumb, digital initiatives should have the potential to change at least 20 percent of operating profits. Boards can push their CEOs to shoot higher. 
• Source. Technology is often an efficiency conversation about cost savings. But the greater value of tech is in its ability to build value. Recent McKinsey research into cloud economics, for example, has shown that as much as 75 percent of the $1 trillion at stake in cloud will come from business innovation. Directors can make sure that management is exploring ways to tap tech to create new sources of value. 
• Scope. Short-term pressures can overtake any business, especially when the market is volatile. Digital transformations, however, require long-term commitments to reap the full rewards they can deliver. Boards can press their CEOs to make sufficient expenditures for long-term initiative

More here 

Quotes - How to Shape Vision and Leadership

8 catchy quotes to shape your vision of leadership and management by Leslie Petrequin:

1. “Play chess not checkers”. 

2. “How you handle *the bus* says a lot about your management style.” 

3. “How you handle *the bus* says a lot about your management style.” 

4. “The currency of real networking is not greed but generosity.” 

5. “Forget a Mentor, Find a Sponsor.” 

6. “You are the average of the 5 people you spend the most time with ~Jim Rohn”. 

7. “Hire for attitude, train for skills”. 

8. “You can’t find people you are not looking for”. 

More here

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

Weekend Reading

 

• 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

Strategy elements under the hood

 What every strategy design needs to consider and address by Jeroen Kraaijenbrink  

• Value Proposition: What products and services you offer, how you offer them, and what added value they have for the customer. 
• Customers & Needs: The organizations and people you serve and which needs of them you fulfil. 
• Competitors: Others that your customers will compare you to in deciding whether or not to buy your products or services. 
• Resources & Competencies: What you have, what you are good at, and what makes you unique. 
• Partners: Who you work with and who makes your products or services more valuable. 
• Revenue Model: What you receive in return for your offer, from whom, how, and when. 
• Risks & Costs: What financial, social, and other risks and costs your bear and how you manage these. 
• Values & Goals: What you want, where you want to go and what you find important. 
• Organizational Climate: What your culture and structure look like and what is special about them. 
• Trends & Uncertainties: What happens around you that affects your organization and what uncertainties you face.

More on this topic at Forbes

Australias AAA Rating is Safe

From AFR 

The world’s biggest credit rating agency gave a vote of confidence to Australia’s ‘‘strong’’ economic rebound and suppression of the COVID-19 virus. 

The endorsement removes the threat of a downgrade since S&P put Australia on a ‘‘negative’’ outlook at the peak of pandemic panic in April last year and which could have increased the cost of borrowing for the $1.6 trillion in federal government debt projected over the next decade. 

S&P forecasts the federal budget deficit to shrink faster than the government’s projections because the rating agency assumes the iron ore price will be higher than the government’s conservative assumption of $US55 a tonne.