Author: Mukesh Gupta

Sales

What Do You Do When You Lose a Deal

No matter how good you are, you are bound to lose some deals to your competition. However, all is not lost. As they say, “Losing a battle doesn’t mean you shall lose the war”. How you respond and act in such a situation can go a long way in ensuring you continue to succeed in selling. Here are a few questions that could help you in making the most from the lose sale: Do you thank the prospect for giving you an opportunity to compete for their business?  Do you wish them success with their purchase? Do you ask for […]

Innovation, Leadership, Sales

Sales Forecasting

Every sales organization has a sales forecasting process in place. This is usually done in a meeting or on a tele-conference.During this call each sales team talk about how much sales closure do they each expect for the week, month or quarter. This is also the meeting where senior sales managers (2 or 3 levels above the sales executives on the road) want to know the status of the pipeline and determine if they will be able to achieve their sales quota for the respective period, as they are measured on delivering their sales quotas. Typically, everyone in the sales […]

Customer Engagement

Customer engagement in a digital era

There have been reports that the overall customer engagement at banks for customers using one of the digital channels like Online banking, mobile banking, etc. One of the most important aspect of customer engagement, is in fact engagement. You need to continuously engage with your customers through out their journey with you. This implies that you need to know what a customers journey is with your organisation: – What are the touch points where you come in contact with your customer; – What does the customer want to get done at each of these touch points & why? – What […]

Innovation, Leadership

Innovation or Acquisition

As leaders of an organization, one is always confronted with the need to constantly find avenues of growth to keep their share holders happy. If you are leading one such organization, you are also constantly grappling with the question about where could the next level of growth come from. Do you have innovative products or services in your portfolio which can lead you to the next level of growth? If you are like most of your counter-parts, you usually find out that your innovation pipeline doesn’t look very lucrative when it comes to high growth products or services. Then you […]

Leadership

Forgive, Forget and Renew Your Relationships

Today, we celebrate Holi – a festival of colors. This is also a festival when we encourage people to forgive, forget and re-new all our relationships! This festival is all about giving another chance to ourselves and restart the year with a clean slate. Organizations, like individuals, also develop good, bad and worse relations with other organizations (customers, partners, etc). It would do the organizations (CEO’s and leaders) a world of good, if they also did something like this With partners Re-new, reiterate commitment to work together & support each other. Ask them the question – “How do you think […]