Roleplay

manve

Written by: Manvendra Singh

About the author: Africa Business Head | CEO | Commercial Director | National Head | P&L | Go-to-Market | FMCG | Dairy | Leader | Mentor

We all might have observed people in movies playing certain roles as a character, similarly, we also do the same. In the midst of every situation, we play a role as a good friend, partner, colleague, or as an individual hero to our own selves.

Continue reading


Competency Framework for Sales Team

DP

Written by: DP Mohanty

About the author: DP Mohanty has more than 25 years of work experience in Sales & Marketing both in India and International Markets and has experience in Consumer Durables, Lubricants and Building Material Industry. Former CEO & Member of Board at Alaf Ltd, and currently works as Executive Director with the Madhvani Group.

Two fundamental questions that I have always encountered throughout my career are as follows:
How do we understand competency?
What is needed to become a more competent Sales or Business Manager?

Continue reading


How to Sell Comb to a Bald Person

Anurag-Awasthi

Written by: Anurag Awasthi

About the author: Sales Head at SORIL Infra Resources Ltd. (An initiative of Indiabulls Group)

In the last decade of the 20th Century, When I was in college and contemplating my future career prospects, I wanted to explore a lot of new avenues, Apart from secured government jobs, MNC’s were the new entrants who were offering fat salaries and exciting job opportunities……..

Continue reading


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……..

Continue reading


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………

Continue reading


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……..

Continue reading


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………

Continue reading


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……..

Continue reading


Industry 4.0, Its Challenges and a Sellers Perspective

Danani-N

Written by: Nimish Danani

About the author: Director at Hitachi Vantara

There is a shift in an era – pre covid to post covid.
Covid -19 scenario has helped the industry realize the benefit of going Digital. Last 5 to 6 years there has been this wave or hype around industry 4.0. Primarily we see the application of Digital technologies to enable industry 4.0…..

Continue reading


Things Not To Do In Sales

A-C-18

Written by: Ananda Chatterjee

About the author: National Sales Head – Opple Lighting India Pvt Ltd.

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……..

Continue reading