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Your successful sales Strategy powered by AI

 Your successful sales Strategy powered by AI 1024 376

Sales Strategy documents often run the risk of becoming outdated and never being read after the first iteration. This is true for IT Strategies, GTM Strategies and also, Sales Strategies. Here’s a Gartner-inspired modern take on the Sales Strategy & its foundational pillars. There are three pillars of the modern Sales Strategy: Why does Sales…

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Quickest Routes to Revenue

 Quickest Routes to Revenue 150 150

When it comes to the quickest route to revenue, here’s what has worked for the B2B & B2G tech companies that I’ve worked with 1. Monetizing Delivered Value2. Partnerships / Alliances3. Existing pipeline – rationalization The underlying premise common in all these, is that all the activities required to – identify the right people– getting…

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Secret To Selling: It’s Not About What But How

 Secret To Selling: It’s Not About What But How 150 150

A very smart Revenue Leader, who had successfully competed against big-name players while working at small startups, had a few guiding principles about how his team should operate. I had the pleasure of working with him for a fair bit and a recurring theme was this. The secret to selling wasn’t how awesome your product…

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McKinsey’ SayS Your Job is at Risk – What about Them?

 McKinsey’ SayS Your Job is at Risk – What about Them? 150 150

Biggest Losers of AI Boom Are Knowledge Workers, McKinsey Says Who can benefit the most from GenAI?About 75% of the potential value from applied generative AI will come in four business functions: customer operations, marketing and sales, software engineering, and research and development. Quantify this benefit, could you?Banks alone could generate an additional $200-$340 billion…

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Work From Home and Its Impact on Commercial Real Estate

 Work From Home and Its Impact on Commercial Real Estate 150 150

Some behaviors are sticky & stay long after the initial stimulus that caused that behavior has gone. Work-from-home had a massive impact on certain technology categories which saw a boom in their subscription numbers. It had and will continue to have a negative impact on other aspects of our economy such as commercial real estate…

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Data is the (New) New Oil

 Data is the (New) New Oil 150 150

Data (that powers Generative AI) is the (new) new oil. ————— A publishers’ trade association— which includes the New York Times, the Washington Post, Disney, and NBCUniversal—is reminding members that AI tools built on their archives could break copyright laws. According to a draft of guidelines from Digital Content Next that was shared with Marketing…

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ChatGPT & Your Job

 ChatGPT & Your Job 150 150

What are the top three jobs to be made redundant by AI? How can you future-proof your job? Certain jobs are becoming susceptible to automation as technology advances. The first three roles expected to be taken over by AI include data entry, customer service, and repetitive administrative tasks. While this may raise concerns about job…

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A New Way to Build Businesses?

 A New Way to Build Businesses? 150 150

Right now there’s a lot of excitement about what ChatGPT and similar tech can do. A lot of experimentation & learnings. What’ll happen in 6 months and 12 months once people & companies unlock use cases for which ChatGPT etc. can deliver predictable & consistent results? The impact on jobs & required skillset will be…

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LinkedIn Inboxes & Street Markets

 LinkedIn Inboxes & Street Markets 150 150

Vendors in a street market from back home generate business in this way. Every few minutes they let everyone in the vicinity know what they’re offering & at what rate. My LinkedIn inbox resembles the same. Multiple messages that look & sound the same. “We’re based out of X and have skills in <insert dozens…

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The Secret to Dealing with Your Customers like Dirt (& Getting AWay WIth It)

 The Secret to Dealing with Your Customers like Dirt (& Getting AWay WIth It) 150 150

Here’s a story from yesterday you won’t find in the news. It’s about the only scenario where you can treat your clients extremely badly and still have no impact on your business whatsoever Obviously, no company would openly say that they deem their clients to be disposable and yet that’s how we all would have…

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Here’s How You Can Accelerate Your Deals

 Here’s How You Can Accelerate Your Deals 150 150

It’s been quite a ride for most B2B Tech startups recently – from manic highs to what looks like a 2-year slump up ahead It’s time to make adjustments Here’s a low-hanging fruit that’s often missed or not executed well enough – one that has the potential to give a bit more horsepower to your…

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Incompetence As a Unique Selling Point (USP)

 Incompetence As a Unique Selling Point (USP) 150 150

Here’re two examples of how companies have attempted to 𝐦𝐨𝐧𝐞𝐭𝐢𝐳𝐞 𝐭𝐡𝐞𝐢𝐫 𝐢𝐧𝐜𝐨𝐦𝐩𝐞𝐭𝐞𝐧𝐜𝐞 Join me as I smh & 🤦 I invested some money in a small bit of land in 2008 with the schedule for it to be handed over for development in 2012. Not only has the handover not been done till now, I’ve…

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Tales from the OTHER SIDE – A buyer’s perspective

 Tales from the OTHER SIDE – A buyer’s perspective 150 150

I’ve been consulting with a large multi-billion dollar company recently to help them source the right tech & vendors for their ongoing Digital Transformation. It has been an interesting experience to manage such a large number of vendors of varying sizes in such a short amount of time and there’s a lot to unpack here.…

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Naval + drex

 Naval + drex 150 150

What do you get when you combine Naval’s wise words with Drex’s killer visuals? Inspiration, amazement, a bit of jealousy & motivation. Here’re a few of my favorites from his 50 tweet thread. Twitter handle: @drex_jpg

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Your Tech Stack isn’t your biggest risk

 Your Tech Stack isn’t your biggest risk 150 150

A major food aggregator suffered a total stoppage of service today. It had nothing to do with their tech stack and had everything to do with how their drivers felt about their compensation & working conditions. Things need to be made right! The other party affected are the participating restaurants whose online orders dried up…

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Sell me this perfume

 Sell me this perfume 150 150

Here’s how I was sold something that I wasn’t even in the market for. Have you seen small stalls for perfumes etc. in malls? You wouldn’t think that their salespeople use human psychology more so than the modern B2B tech sales guy – and you’d be wrong. I was walking past one of these stalls…

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3 things it takes to be a modern sales org

 3 things it takes to be a modern sales org 150 150

Three wishes – three guesses – three little pigs – three bears – three billy goats gruff This article won’t match the longevity or popularity of any of the above stories revolving around the number three for one reason & one reason alone. A modern sales company always moves forward as it evolves and the…

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Return on Ignorance

 Return on Ignorance 150 150

More often than not, your biggest competitor is the status quo. People & organizations usually don’t like to change. The excerpt below from Brian Solis’s interview by McKinsey is so clever – and can be used in contexts other than retail. “When we’re imagining the future of retail, we have to stop thinking about these…

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Product & Service Differentiation

 Product & Service Differentiation 150 150

https://www.youtube.com/watch?v=cT3ZxLm__Bc I buy products & services for a number of tech companies and even before I get to see the product, I’ve an opinion about them mostly through their messaging or the way their sales people set up & conduct the initial meeting. In a commoditized market, marketing & sales will, in most cases, create…

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What’s the value of your product or service?

 What’s the value of your product or service? 150 150

https://www.youtube.com/watch?v=ABHMOz1gT8w Imagine that you’re driving to a wedding and your car breaks down. As you wait for help to arrive, what’s the value of a service that can get you to the wedding on time if it’s, 1 – a colleague’s wedding2 – a sibling’s wedding3 – your own wedding! Car services will attempt to…

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