My Client Is An Idiot – A Note On Trust And Empathy Based Selling

May 31, 2024June 5, 2024 Rashi Leave a comment CXO'sBlogs, Pankaj Pipariya's Blogs

In the year 2010, I got an opportunity to hear Dr David Maister, co-author of The Trust Advisor in a conference in Washington DC, USA. Since then, the collocated word, Trusted-Advisor got stuck with me, and is also an often-aspired phrase in the service industry.

We use many collated words in our personal and professional life, like Manager-Employees, Employer-Employee, Dealer-Distributor, Market-Customer, etc. One can notice a common thread in all of these. Often the word of high prominence and significance is mentioned and spoken first in all these collocated words. You just cannot speak other way around, so much is the significant of the first word.

Social Marketing and Public Relations – A Boon Or A Bane

May 31, 2024June 5, 2024 Rashi Leave a comment CXO'sBlogs, Pankaj Pipariya's Blogs

It took aviation and automobile industry more than 60 years to gain user base of 5 crores and the same feat was achieved by Twitter in 2 years and Pokémon-go in only 19 days!!! Such is the incredible power of digitization and social media in recent times.

I often refer to the first chapter of the bible of marketing, the Principals of Marketing Management book of Mr. Philip Kotler, to distinguish between the selling concept and marketing concept. While, marketing is a logical way to build services and products in a sustainable manner, an excessive usage of it, in today’s era of social marketing and public relations (PR), has its own benefits and drawbacks.

Practical Guide – Distribution Sales – Chapter-1(Channel Partner Selection) (Part 2))

May 31, 2024May 31, 2024 Rashi Leave a comment CXO'sBlogs, Niraj Pattarkine's Blogs

In the previous article we have covered the “Personal Profile” of the Distributor, which is the softer part of the assessment while appointing a new Channel Partner. Now, let’s discuss the “Business Profile” part, which would vary greatly based on product, industry, market strategy etc., however, generic factors are covered below.

Distribution Sales Through Channel Partners (Part 1)

May 31, 2024June 5, 2024 Rashi Leave a comment CXO'sBlogs, Niraj Pattarkine's Blogs

For many manufacturing companies, success in sales depends to a large extent on “Distribution Sales”, which is achieved through its network of Channel Partners. In this series of articles on the topic, let’s try to delve into some practical experiences & leanings on the subject, gathered essentially during actual field workings. Since these articles have not being written in a pre-planned manner, it would be shared in a free-flowing manner as a collection of short write-ups; hope the readers find the insights useful.

Marketing Through Influencers

May 30, 2024May 30, 2024 Rashi Leave a comment Abhra Banerjee's Blogs, CXO'sBlogs

Was watching an old Bengali movie. The protagonist reaches Puri Railway Station. As soon as he alights from the train he is surrounded by Ricksnaw-Wala. Tonga-Wala & T8Xl-Wala offering him a ride to the “best hotel” in town with a complete package offering for 3 days of tour inclusive of a Panda/Priest guided Puja & Tour of the Sacred Sri Jagannath Temple. and a ”Nulia (local lifeguards) guided swimming experience in the rough seas of Puri. etc. The Hero gets very confused but ultimately falls for the smooth-talking Rickshaw Puller and decides to book the hotel which he was recommending.

Now the question is why did our protagonist settle for the hotel which the Rickshaw Puller recommended and did’nt I check in at the more renowned properties of Puri* &. why did the Rickshaw puller so fervently recommend this lesser known notel* The answer to question number 1 is, because of the power of Influences marketing and Answer to question number 2 is ..well ..even a 4-5 year old boy would give you the answer.

The “Mantra” Behind Successful Innovations

May 29, 2024June 5, 2024 Rashi Leave a comment Abhra Banerjee's Blogs, CXO'sBlogs

Many a times a glittering Star Cast, a World-Renowned Director and a Producer with the deepest pockets backed by a mega-budget marketing campaign fail to create a blockbuster hit film, while a small budget film with an unknown star cast goes on to win Oscars.
Lets’ switchover to the great stories around great brands….the story of the authentic Coke recipe being stored at a secret vault at Atlanta, USA or that of the legendary Captain Sanders of Kentucky Fried Chicken who after retirement at the age of 65 founded his global empire.

Winning Attitude ….A Must In sales

May 28, 2024May 28, 2024 Rashi Leave a comment Ajay Saraf's Blogs, CXO'sBlogs

If I may start with the literal meaning of ATTITUDE it goes something like as follows

“Attitude refers to an individual’s mental state ,which is based on his/her beliefs or value system ,the emotions and the tendency to act and behave in a certain fashion. One’s attitude reflects how he or she thinks ,feels and behaves in a given situation in hand “.

The Role of Marketing

May 28, 2024 Rashi Leave a comment Aditi Anand's Blogs, CXO'sBlogs

Marketing is the “money” function of the organization and often subjected to scrutiny, even when business is running as usual. A pandemic or not, as soon as the company falters on its financial objectives, the marketing budget is often the first to get rationalized.