People Centric Business- A Confluence of Infrastructure, Technology and People

Do you know People (Employees, Customer, Investors, and Business Partners) generates more data points in a company than any other factor? Invasion of mobile phone has accelerated the pace of data generation. A research said, an average person looks at his/her mobile screen more than 600 times a day. Social media has already taken world by a storm with an exponential growth of more than 80% per annum. Internet speeds are increasing day by day, with fibre networks being made available across nooks and corner of the country. The work boundaries have melted with anytime anywhere working condition. This phenomenon is something, which is also talked in business circles under the new strategy of SMAC (Social, Mobile, Analytics and Cloud) or CAMSS (Cloud, Analytics, Social and Security). Indeed, this is an era of data and digitization for run business.  

Continue reading


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

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.

Continue reading


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

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.

Continue reading


Distribution Sales Through Channel Partners (Part 1)

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.

Continue reading


Things Not To Do In Sales

Everyone tells us ‘How to crack a sale “How to make a Sales Call” how to improve your strike ratio but does anybody tell you “what not to do in sales “?

90% of sales call do not materialize because customer didn’t like what you offered but because the way you offered

It’s not important what you are selling its important how you are selling

Today we will discuss a few things which we should NOT do in sales in Luminaire Business1.Relationship is lifelong it’s not a one sale relationship …

Continue reading