How can you understand your company’s SMarketing culture and move the needle? B2B companies end up being one of these 3 – outbound, inbound, or ‘statsis’-bound. They may try balancing but usually end up having a culture that tips towards being either inbound, or outbond, or god-forbid – stasis-bound. Inbound – led by thought leader-CEOs,…
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Sales is the oldest (or second oldest?) profession known to humans. Sales process & the ecosystem of sales – sales culture – the way of doing sales – had been locally developed in the past. And now we borrow a lot from the centre of the business world – the United States of America.It need…
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I was talking with a CEO who said that ‘all salespeople by nature are dishonest – <a choicest Hindi abuse>’. I winced. I told him, Not necessarily. It depends on the traits you hired for & the sales process you have that encourage or discourage honesty. A salesperson’s ‘honesty’ is not just innate – it…
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HBR recently carried a provocative article ‘Why So Many High Profile Digital Transformations Fail’ talking about the digital transformation initiatives at GE, Lego, P&G, Nike, & Ford and why (in their opinion ) the initiatives didn’t work. The reasons they outlined: Digital Transformation shouldn’t be the last straw of a disrupted firm/industry – extraneous factors…
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