Author: Mukesh Gupta

Entrepreneurship, Podcast

PBTO8: Thoughts on the startup ecosystem in India

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http://traffic.libsyn.com/pushingbeyondtheobvious/08_PBTO8__In_Conversation_with_an_Investor_in_India_-_Shashank.mp3Podcast: Play in new window | DownloadSubscribe: Email | RSSShashank P S, an investor with BVP India in Bangalore, joined in 2012. He focuses on investments in internet and mobile. Most recently, Shashank was co-founder of Atticous, a platform to power the online identity of businesses, where he handled strategy and business development. He has also served as a senior consultant at Zinnov Management Consulting. He worked with several technology majors looking to make a foray or expand their presence in India. In this episode, he shares his journey of how he became a VC at a young age of […]

Sales

SIMPLE Framework: ‘Leading’ your Prospect to Close the Deal for Them

We are currently at the 5th stage in the SIMPLE Framework for winning at B2B Sales. If you have not already read about the first four steps (Surprise, Inspire, Motivate & Position), I would strongly encourage you to go back to those posts and read them in the right order. The fifth step in the process is where most of the sales teams lose the deal to their competition. It is not enough to position yourself or your product/service/expertise to solve a need you helped your customer identify, you need to lead them through their decision cycle so that you are […]

Jack Dorsey
Entrepreneurship

Video: Art of creating, leading & staying focused

Just came across the video where Jack Dorsey shares what he learnt about running a business, leading & staying focused through reading a few books. He also shares his personal tool which helps him stay focused and grounded. If you are a leader or a founder/CEO of an organization, please take half an hour from your schedule and listen to what Jack has to share.    

Matt Heinz
Podcast, Sales

PBTO7: The Importance of Doing it Right over Getting it Done for Sales Leaders

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http://traffic.libsyn.com/pushingbeyondtheobvious/07_PBTO7__The_Importance_of_Doing_it_Right_over_Getting_it_Done_for_Sales_Leaders.mp3Podcast: Play in new window | DownloadSubscribe: Email | RSSIn this episode, we host Matt Heinz. Matt is President at Heinz Marketing and brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. This episode in […]

Sales

SIMPLE Framework – Positioning: What is Your Positioning Strategy to Move Your Deals Forward

We have earlier discussed the first 3 steps in the SIMPLE framework for selling – Surprise, Inspire & Motivate. If done well, this will bring your customer/prospect to a situation where they identify with a vision that you have painted for them and are motivated enough to take action to move towards the vision. Once the customer is motivated to do something about the challenge that you have helped surface, you need to then position yourself or your product/service, such, that the customer feels confident that you will be able to help him resolve the challenge. This is the 4th […]