Monday, September 27, 2021
Saturday, September 25, 2021
Wednesday, September 22, 2021
Saturday, September 18, 2021
Friday, September 17, 2021
Saturday, September 11, 2021
Sunday, September 05, 2021
Saturday, August 28, 2021
Wednesday, August 25, 2021
Why Buyers and Sellers Behave like this ?
Sharing some of the Sales Tips in
tweets from my new book
- A buyer who is emotionless has an advisory tone, impresses upon care and nurture during the discussion, is lazy in communication, often prefers that the status quo is not challenged. Learn why do they behave like this in my new book on #B2B #Sales. #marketing #uxdesign #salestips
- Sellers who are open to grievances but don't address the root cause of the objection because they lack depth & are impulsive, get emotional & angry on too many objections. Learn why they behave like this in my new book on #B2B #Sales. #marketing #salestips #negotiations
- Sellers who are sharp, data-driven, emotionless, driven by the limelight from winning a deal or being seen as visionary often end up making concessions through the bargaining mix. Learn about this in my new book on #B2B #Sales. #marketing #uxdesign #salestips #negotiations
- A Seller who writes email in bullet points, uses action-centric words, likes visuals & slices the data many times, tends to be a rainmaker. Why this happens, learn about it in my new book on #B2B #Sales. #marketing #salestips
- A Seller who writes email in bullet points, uses action-centric words, likes visuals & slices the data many times, tends to be a rainmaker. Why this happens, learn about it in my new book on #B2B #Sales. #marketing #salestips
- A buyer who is stylish and asks a lot of queries like a journalist during sales meeting ends up paying more for a solution. Why this happens, learn about it in my book on #B2B #Sales. #marketing #SalesTips
To learn Why Buyers and Sellers Behave like this? Read in my new book - Sellers from Mars and Buyers From Venus - Elements of Nature Meet B2B Sales
Friday, August 20, 2021
Telecom Industry - Revitalise and Generate Revenue
Telecom Industry - Revitalise and Generate Revenue
Thursday, August 19, 2021
B2B Sales Tips - from my new book
B2B Sales Tips in tweets from my new book - Sellers from Mars and Buyers From Venus - Elements of Nature Meet B2B Sales
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Sellers need to anchor their conversation on Price, Risk, and Functionality only when selling to CIOs in Traditional IT (commodity). #Sales #salestips #IT #B2BSellers 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 #marketing
A fiery Seller brings a vision for the future, agility, excitement, data-driven decision making, whereas a metal Buyer is about boundaries, order, wisdom, logical and emotionless decision making. Fire’s energy movement moves up and seek the limelight, whereas metals movement is inward and non-exuberant. Together, they don't connect at an emotional or physical level. In sales, these two find it hard to start a conversation. Both find each other operating at a different tangent. (2/3)Fire’s agility, rapid speech and disregard for boundaries make a metal native to raise a red flag and a signal to stop and leave the conversation. (3/3) #salestips #Sales #marketing
A Seller who acts like a broker, open to making concessions through the bargaining mix and fond of discussion, prefers to keep multiple options in hand like a swiss-army knife. #Sales #B2B #Negotiation #marketing #FunFacts #salestips
Fire requires air as a fuel source to burn & spread; without the supply of air, fire ceases. By governing the speed & supply of air, fire is controlled from being wild to gentle. On the other hand, fire controls the intensity, impatience, & rebellious nature of air by burning it.
Show this thread. In sales, when these two transact in a buyer-seller engagement, they act like friends in a symbiotic relationship. Collectively, they can reduce the sales cycle & create new & incremental revenue growth at both ends. Most closed deals will be short term and high margin because both like to wrap up deals swiftly and end up paying more for a service or a product. Airy natives overspend more than fiery natives. #Sales #B2B #salestips #product #marketing
Buyers who open up in conversations quickly & have no hidden agenda; end up sharing information with the Seller side & makes it difficult for them to leverage the option of BATNA (use an alternative). #Sales #salestips #Negotiation #marketing #product
Tuesday, August 17, 2021
Mistakes Made in Building a Cloud Strategy
Mistakes Made in Building a Cloud Strategy
1. Assuming it’s an IT (only) strategy, not involving business2. 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
PS: How to map cloud journey and avoid mistakes in execution
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