By this time tomorrow, it will be clear and in all probability, Narendra Modi will be nominated to become the next Prime Minister of India. In the past nine months, over 200 young Indian professionals from top schools and companies have diligently carried out Narendra Modi\’s poll campaign, across print, social and digital media. — …
Success of Narendra Modi\’s poll campaign – The Digital Marketing link Read More »
I meet several entrepreneurs and leaders of small businesses. I find there is one thing that is common across most of them. They tend to throw sales people into the equation to solve their growth issues, whereas what they must be doing is invest in the right sales enabling solutions. The Role of Sales Enabling …
You Cannot Drive Growth by Sales Hiring, You need Sales Enabling Solutions Read More »
When we get to management school, we often hear the common adage \”Work smarter, not harder\” It is frustrating to see so many sales organizations trying to slog their sales engines out using old-age methods and tactics. Come on guys, the world has changed, isn\’t it time you changed your sales approach too? Let\’s ask …
Most organizations do not spend enough time, making their presence felt through media, for various reasons. The most common one being, it is too expensive to engage with a PR/media agency. How can writing articles help in your business development initiatives? However engaging with media, which has the right reach to your target market has significant …
How can writing articles help in your business development initiatives? Read More »
I have come across this discussion numerous times and every time I wonder why companies do not give importance to other elements of marketing and why leads, though it is a lagging measure features most in any marketing discussions. When was the last time you bought a car because the dealership sales person called you …
Why are leads the most common metric for marketing Read More »
In India, we follow a April to March financial year and invariably, most companies go through a budgeting exercise during Jan-March time frame, where they define the goals that they are going to chase for the next financial year. The Revenue goals also in turn define the cost budgets that will be needed to support …
Why Goal Setting is Important, especially in Sales Read More »
Several organizations go on a sales overdrive, almost immediately. Many don’t even have their offerings in place, yet feel that this will evolve over time. They invest in an expensive sales force that keeps promising them great business, yet almost always fails to deliver. What seems to be the problem and how do you fix …
Over the last couple of years, I have had several intense discussions with several budding entrepreneurs and CEOs of mid-size companies. They all seem to want the best marketing plan, but they are not sure, when and how to start implementing it. How do you create the best marketing plan? A marketing plan is prepared, …
I was reading a very insightful article from HBR titled the end of solution sales. Here are some excerpts that I found very interesting and relevant to the B2B sales/marketing challenge. Strategy #1: Avoid the Trap of “Established Demand” Star performers treat requests for sales presentations very differently than average performers do. Whereas the latter …
I face this question quite often in the Indian market, as most companies fail to understand the role marketing plays in commercialization of its businesses. Most organizations get into a sales overdrive without even bothering to create basic marketing assets like website, collateral, flyers etc. They soon run out of gas and decide to shift …