Wednesday, July 28, 2021
Tuesday, July 27, 2021
Sunday, July 25, 2021
Sunday, July 18, 2021
How to Identify Buyers Persona and to Sell Them
My upcoming book - Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales outlines a unique way of identifying Buyer and Sellers Persona, and how to apply them in various scenarios across Buyers Map.
Excerpt from the book
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Persona Mapping with Elements - Buyer and Seller
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In the world of business to business (B2B) sales, the buyer and seller relationship plays a significant role in winning or losing a transaction. Creating and nurturing these relationships across multiple stakeholders is a challenging, lengthy, and time-consuming process.
One of the critical activities and constituents of a sales plan is to build the buyer's stakeholder persona that will assist in the relationship-building process. Mapping of these stakeholder personas reveals the type of levers that can be used to develop and nurture long term relationships with the intent of winning and expanding the sales pipeline. Without the intelligence of the buyer's persona, the sales execution effort will be challenging and profoundly inefficient and ineffective.
Besides, it addresses the risk of losing a sales representative because by capturing and documenting the buyers' persona, you can ensure that gathered intelligence and levers applied in building relationships and influencing negotiations are not lost with a change in guard at the sellers' end.
The framework for creating and destroying five elements is applied to overcome the challenging task of mapping and building the persona. The inherent attributes of each element are used to map and develop the personality of each stakeholder at the buyers and sellers end in different scenarios.
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Saturday, July 17, 2021
Saturday, July 10, 2021
Friday, July 09, 2021
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
Thursday, July 08, 2021
Tuesday, July 06, 2021
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
Saturday, July 03, 2021
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.
Thursday, July 01, 2021
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
Wednesday, June 30, 2021
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
Tuesday, June 29, 2021
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
Sunday, June 27, 2021
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
Saturday, June 26, 2021
Thursday, June 24, 2021
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
Tuesday, June 22, 2021
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
Friday, June 18, 2021
Friday, June 11, 2021
Wednesday, June 09, 2021
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
Tuesday, June 08, 2021
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.
Saturday, June 05, 2021
Friday, June 04, 2021
Wednesday, June 02, 2021
B2B Sales - CIOs Persona Mapping
Applying the Persona Mapping framework, on CIOs, from my upcoming book at Amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales".
Tuesday, June 01, 2021
Saturday, May 29, 2021
Tuesday, May 25, 2021
Why Buyers Persona Matters in B2B Sales
Does Buyers Persona Matter in B2B Sales and Marketing Execution?
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