Marketing

Prospecting in a Cluttered World And (Part 1 The 4 Universal Principles of Prospecting)

Jyoti Leave a comment CXO'sBlogs, Tariq Jarrar's Blogs

“The brutal fact is the number one reason for failure in sales is an empty pipeline, and the root cause of an empty pipeline is the failure to prospect.” ― Jeb Blount.

Prospecting has and will always be the most critical activity or discipline in sales—it what separates the superstars from the ones that are scraping by on second hand, hand-me-down leads.

Why do Sales Professionals need to prospect? When you break down the sales process, it is about offering the right solution to the right person at the right time.

Unfortunately, all these variables rarely line up on their own in the multiverse of sales, and that is why prospecting is crucial for your sales success.

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Advertising – How Does It Really Work?

Jyoti Leave a comment CXO'sBlogs, Trupti Bhandari's Blogs

‘Advertising troubles both sociologists and financial directors: the former because they think it works, the latter because they think it does not,’ says Byron Sharp. The question of whether to advertise or not is especially a concern in today’s times when the results may not be seen immediately. Unfortunately, this can’t be directly measured since advertising has a long-term impact and the drop in sales is not immediately noticeable – over a period of time, it impacts a consumer’s ability to recall. Advertising works like the engines of a flight: while the engines are running, everything is fine, but when the engine stops, the descent eventually starts. The bigger the brand, the more it has to spend to appeal to a larger number of consumers across various occasions to keep a threshold recall for their market share to hold.

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When In Doubt, Think Of The Consumer’s Need

Jyoti Leave a comment CXO'sBlogs, Trupti Bhandari's Blogs

This is the most important advice I can provide from my experience as a marketer and a businesswoman. The complexities of business can drag us into paralyzing debates and prevent us from looking at the final beneficiary of all our efforts – the consumer. It is not what the company can offer, what it can manufacture efficiently, what satisfies the manager’s objectives, what makes great financial sense or what the boss’s wife needs … but what the consumer needs. Sometimes, the need is explicit and sometimes it has to be mined for, uncovering the consumer’s complex motivations, while sometimes it’s ambiguous and needs to be clarified and sometimes it’s just not there and manufacturers create a need. A need has many avatars. And while success can take diverse shapes at the end, a need is a necessary and enabling condition for it. Consumer need clarifies the business’s purpose, defogging the glasses of confusion. But it can be easily forgotten.

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Power of Story Telling

admin Leave a comment Abhra Banerjee's Blogs, CXO'sBlogs

We all love listening to stories. The best stories have a protagonist, a plot, a crisis, and a happy ending. Some of the best stories in the world, like those of the Ramayana the Mahabharata & that of Troy have traveled down the generations through bedtime stories.

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.

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Winning In A Competitive Environment

admin Leave a comment Abhijeet Mukherjee's Blogs, CXO'sBlogs

Preface Designed and implemented a sharply focussed, differentiated Sales & Marketing Strategy to win in the fiercely competitive telecom market of Delhi NCR and turned the business EBIDTA positive Background It was year 2013, when I was handed the assignment to turnround Aircel’s 2nd largest revenue circle of Delhi NCR in India. Telecom business in India was fiercely competitive with 8 telecom service providers in Delhi NCR at that time. We were the newest in the block with about 3% revenue market share but were making EBIDTA losses every month. Moreover, the revenue growth had remained stagnant for the preceding

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