At LeadStrategus, we have the privilege of working with a few AI, Analytics & RPA companies on their GTM strategies and Sales effectiveness. One of the biggest challenge is in convincing the founders/CEOs to not overhype the impact of their solution. Stop selling AI, RPA, and Analytics as the ‘deux ex machina’ – Gods out…
Nothing gets the adrenalin flowing more than organising a good event that generates million-dollar opportunities for a B2B. The highs are very high & lows are quite low! Here are some tips on how to maximise success with an event: 1. Agenda drives speakers which drives attendance. Don’t waste too much effort on food and…
Some counterintuitive customer-centric lessons from Zerodha – the Bengaluru-based retail broker that has embarrassed many ‘Bombaiya’ brokers: 1. Zerodha claims that no employee carries a revenue target. Targets are good but they lead to pressure and disruptive behaviour (read that as mis-selling). Happy, non-pressurised and well-supervised salesmen sell more! 2. If you call their customer…
CEOs are unanimous that finding & managing good salespersons is one of their biggest challenges. You need a person with extraordinary motivation, persistence & discipline; an ability to understand & explain its stuff; superlative research skills & even bigger influencing skills – and that’s not enough! They can never be born – you have to…