CIOs - How to Test Digital Skills Development

 

Source: CIO

Weekend Reading

• Get it done
• CIOs sound off how vendors can measure up
• The role specialisation in B2B
• Define and measure the ROI of content marketing
• Strategy for startups
• Productivity isn't about management

Post COVID - CIOS Need to Maintain Cost and Revenue Variables

 

Thinking Hat - #1

• No such thing as difficult people 
• Who wants to reboot the internet 
• Collaboration key to success in sales 
• Impact of AI
• Effective Sales need both vertical and horizontal alignment
• Enabling Customer Journeys
• Five growth strategies

The customer of tomorrow

The customer of tomorrow, in a fast-changing scenario, wants everything at the swipe of a screen and a click of a button. The customer of tomorrow is even unwilling to step out and check the physical market and wants to buy most stuff online. Along with millenials, as a large number of Gen Z-ers come of age as consumers, they are no longer comparable with the consumers from the generations that preceded them, when it comes to the manner in which purchase decisions are made…Customers are fast-changing, as are their perceptions and points of access. Brand loyalties may soon become a thing of the past and disruption will be key to attracting the new-age customer. Emergence of many new-age brands, outlets and products are unimpeachable testimony of this changing consumer-leaning.” More here.

Attribution for Articles and Presentations

 All the Articles, Presentations and other material on this blog are Attributed under License - No Derivative 4.0 International.

 

Selling After the Pandemic - Moving from Products to Services

Sourced from HBR April 2021

 

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Rethink Customer Segmentation Among large B2B companies, the most common way to organize a sales force is by the size and potential of the customers. Enterprise accounts are typically the customers with the highest headcount (and the largest number of seat licenses); as such, they are the highest priority and are handled by the best salespeople. 

Restructure the Sales Organization Rethinking customer segmentation focuses on the question: Who are the company’s target customers? Once they are identified, the sales organization must focus on how to sell to them. The traditional sales process typically involves generating leads, qualifying prospects, demonstrating products, and closing sales. Many salespeople have spent decades learning and implementing- ing that routine. A consumption-based model requires a different process. 

Use SalesForce Management Instruments to Drive the Right Behavior Setting a strategy, segmenting the customer base, and creating the right organizational structure are big-picture requisites to a successful transformation of the sales function. To influence how salespeople interact with customers and targets on a day-to-day basis, sales managers must use the set of tools I call sales force management instruments: Hiring the right people, training and managing their performance effectively, and compensating them in a way that aligns their incentives with company strategy. 

As more organizations shift their sales strategy toward consumption-based pricing and SaaS models, they must recognize the complexity of the transformation they are attempting. They are changing all the variables in the formula “how to sell what to whom.” To increase their odds of success, firms must be ready to rethink their sales management and strategy the same way they reengineer their products. 

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Happy New Year

Happy new year to everyone. 

Thank you for your wishes and concern. Had a covid scare, but turned out to be viral only.

Thanks again for everyone's support. 

B2B Sales - NPS Fallacy for Growth

 B2B Sales - NPS Fallacy for Growth

Source: Gartner.com

Thank you for supporting and buying the book

Thank you for supporting and buying the book - Sellers from Mars and Buyers from Venus. Yesterday completed the sale of the 100th book. Gratitude to everyone who bought and sent feedback. 

I will update the sections in the next 2 months. Updated downloads are free of cost.

Part 2 is a work in progress.

Tribute to my Mother on her 1st Death Anniversary

It’s my absolute honour and privilege to tell you about the exceptional and courageous woman I was lucky enough to call my mother (Renu Sharma). Born in a countryside village near Pilkhua, in UP, India, she was the only daughter among 3 siblings. She was a graduate in arts, and political science and later on learned Astrology and Vastu as practised by her grandfather. 

Married at the young age of 19 years, she moved from a small town in UP to Ambala in Haryana. From there on she lived in various places such as Punjab, Haryana and Himachal, due to my father being a serviceman in defence. 

As she travelled and lived in a vast range of different cultures, she picked up many new skills in the arts, cooking, and painting and taught them to other aspirants. Besides, my mother was a fine stage actor and even wrote a few skits. Whenever she stepped into a room she brought a calming and joyful presence, she was literally and metaphorically speaking a bundle of joy and light. She had a knack for making friends, helping others and was never shy of taking initiative. She was bold and courageous. 

Fast forward to 2006 after the birth of my daughter, my mother lost vision in both her eyes at the age of 50. We were in complete disbelief and shock. However, despite the challenges with only 30% partial vision, she regrouped herself and continued living her life. She further engaged in doing social service for poor and deprived people by helping them financially or by other means. 

In the year 2011, while walking on the road my mother met with an accident where a ball and socket joint was inserted in her right leg. This made her mobility difficult, but she continued in her life with great courage and resilience. 

Late in 2012, she had another setback where her kidneys started deteriorating which impacted her emotionally and mentally. At the time doctors mentioned that she won’t live for more than 7-8 years and her kidneys will deteriorate further. In 2019, she was diagnosed with a stone in her kidneys and after that, she reached a stage where dialysis became a necessity. 

In late 2020, her dialysis started, and within 8 weeks she got infected with COVID and was hospitalised in the ICU. On Dec 22, 2020, she lost her will to live and passed away after a cardiac arrest. She was in the ICU bed for 30 days and suffered enormously during those 30 days due to the complexity and mismanagement of her treatment. 

Today she is not with us, Dec 11, 2021, was her 1st death anniversary (using the lunar calendar, according to Hindu rituals). As she completed her final journey in the universe, where her soul will be allocated a new place/body/planet after Dec 11, I remember she always use to say to us, to do the right thing in life, never lie, be righteous and help others with whatever means you have. 

The last 12 months have been a very challenging, painful and emotionally dragging journey for everyone in the family. It is hard to describe, but it’s been the most difficult time of my life. Her teachings remain entrenched in my memory and give me the strength to live and carry on.

PS: gratitude to the following people - Mr Sanjeev Tripathi, Mr Anil Sharma, Mr Soni, Mr Suri, Priest in Haridwar, Ms Patricia Karvelas. 

Post COVID - Shoots in Indan Economy

 

Multisided Business Model - Key to Driving Revenue Growth

Multisided Business Model - Key to Driving Revenue Growth

 

What is Multisided Business Model

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Future of NBN Co - if Labor Wins 2022

 

5G Rollout Challenges in Scaling Up

 

source: Gartner, 5G