Selling a Value Proposition!

K-R

Written by: Krishnakumar Ramanathan

About the author: Vice President – Sales (Transmission) at Siemens Limited.

This article is for B2B Sales & Marketing professionals, both present and aspiring. The journey of Sales & Marketing experience is the realisation that Price is secondary to Value – and while related, these are very different propositions indeed……..

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Usefulness and Ease of Use: Two Mantras for Successful SST (self-service technologies) to Improving Brand Loyalty.

V-Jaykar

Written by: Dr Shreekant Vijaykar

About the author: Director of Asia Operations at COPC Inc.

A foodie and a self-ordering menu
Recently, a five-year-old story went viral once again about how McDonald’s reported that restaurants that introduced self-ordering kiosks experienced an average of 5-6% increase in sales………

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Is OTT the New Playground for Communicators?

Arpan Basu1

Written by: Arpan Basu

About the author: Director Communications at Coca-Cola India and South West Asia

Earlier this year, I eavesdropped on an interesting conversation amongst the children at my kid’s school during the dispersal. The topic being discussed was the marvels of technology where each person could by the mere click of a button – sign up for services or apps on smartphones and TVs and enjoy their offerings any-time through universal internet access at their fingertips…….

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Mapping customer journey an important step before you plan your Go-To-Market

Madhumita Manna

Written by: Madhumita Manna

About the author: Vice President – Consumer Health with a Nutraceutical company

The consumer journey to picking up your brand is not a straightforward process of eye level & buy level anymore, which means that no more does it involve only being present in the retail and blasting the media out with the brand hard-selling proposition………..

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Making Things Simple

V-Jaykar

Written by: Dr Shreekant Vijaykar

About the author: Director of Asia Operations at COPC Inc.

Consider that you have to buy something for yourself. Say you are looking for one of those work-from-home chairs. Sitting in your current, wooden chair is getting rather uncomfortable. So you give a quick scan on the net, find some interesting options, and then try to purchase one that was rated well……..

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Prospecting in a Cluttered World And (The Lost Art of Telephone Prospecting)

TJ

Written by: Tariq Jarrar

About the author: Group Executive Director and Co-Founder of Devmark Group – Dubai. United Arab Emirates

In this part of Prospecting in a Cluttered World, I will cover the anatomy of telephone prospecting.
“Every single time you pick up the phone, you’re getting closer to a yes.” Stephan Schiffman……

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Should Customer Service Professionals be Worried about “Customer Loyalty”?

Rajib250

Written by: Rajib Chowdhury

About the author: Business Head – Consumer Durable Service & Revenue

I had a colleague who was a die-hard fan of Thums-up. We used to travel together a lot. But I never saw him coming out of a Dhaba or roadside restaurant in disappointment since there were no Thums-up available……..

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Digital Marketing in Healthcare

M-S

Written by: Dr. Maya Sharma

About the author: Global Medical Director (Win Medicare, Modi Mundipharma & Signutra) | Ex AstraZeneca, Abbott, Philips

“Pharma Marketing is not my fancy, I want to work in FMCG sector, which has enough space to accommodate my creative juices, speed for the adrenaline rush, competitive intelligence inputs to keep me on my toes” – expressed my marketing colleague………

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Why Engineers Should Get B2B Sales Experience!

K-R

Written by: Krishnakumar Ramanathan

About the author: Vice President – Sales (Transmission) at Siemens Limited.

This article is for all young engineers considering a stint or career in B2B sales functions. There are a number of misconceptions usually attributed to Sales and Marketing (ref. above image). This is probably because the impact of sales is felt across any organisation and sales professionals are more visible……..

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Winning Attitude ….A Must In Sales

ajsa

Written by: Ajay Saraf

About the author: Senior Vice President and Head Project Business at Panasonic Life Solutions

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”

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