Author: Mukesh Gupta

Business Model

Disrupting Hollywood and Bollywood

Technology has already disrupted the media (print and TV) and music industries. I think that not too far from now, the movie industry will also go through such a disruptive phase. I think that the trends that could disrupt the movie industry are: Availability of high speed bandwidth in the developed nations and getting increasingly available in the other developing nations. This will enable the Youtube’s and the Netflixs’ of the world to bring in movies in the digital form right to your PC or TV on-demand 24x7x365. The number of people who will watch movies streaming online will see […]

Business Model

Cry for help from a movie buff

I like watching a lot of movies as soon as they release and in a movie hall. However, of late I have a feeling that watching movie in a multiplex immediately after release has now become very expensive, if not inhibitive. So, as much I miss going to the cinema, I have still stopped going to the multiplexes and started to wait for these movies to be available as home video or screened on television. If I am to believe what my friends have to say, this number is only growing. This got me thinking. I wanted to think and […]

Sales

Selling real estate (Homes)

I have been out house hunting for some time now and am appalled at the quality of sales people and sales processes that are being used by the best in the industry. The current sales process works as follows: Prospecting: Use advertisements (traditional & new age), road shows, email campaigns, etc to create awareness and interest in the project. Prospects who are interested in the property contact the builder. Qualification: The prospect is maintained in some system, CRM or otherwise, for future follow-ups. The only qualification question that is asked are the following: Type of apartment is the prospect interested […]

Sales

Effective sales review meetings

All sales managers hold fortnightly or monthly or quarterly sales review meetings. How managers use these meetings talks a lot about their leadership skills. Does your team look forward to these review meetings or dread them? Do they think it adds value to them or is it looked as a necessary evil? I think sales managers can use these review meetings to do the following: Identify any good wins and celebrate them. Facilitate learning from deals won/lost. Gauge the motivation level in the team and pep the team up. Discuss the sales numbers (target v/s actual), current pipeline health check. […]

Sales

Sales Quota 2.0

We are living in an era of constant change. The speed of change is simply astonishing. Though all of us are aware of this and the impact it has on businesses (more significant for the small businesses), not many have changed the way we conduct the business and subsequently, the way we define and set sales targets for our sales force. The most common way to define this is still to decide an annual quota for each sales person (probably an increase by a certain % on his previous years sales figures) and incentivize him/her if they over achieve on […]