Search Results for: making Decision

Business Model, Ideas

Whats the future of business?

The future of business is real time. What does it take to run a real-time business? In my opinion, if one wants to create a business that is run in real-time, they need to take inspiration from how professional sports teams are run. CEO plays the role of the general managers of the team, answerable to the owners (board of directors or shareholders), have a vision for the team and communicate it to the clearly to coaches and players. The coach is responsible for the team composition and with the support team is primarily responsible for one thing only – train the […]

Customer Engagement

Why Dan Pink’s radical prescription for sales could be misleading

In his blog on HBR, best selling author Dan Pink argues that paying commissions to sales people has  a counter-intuitive effect of undermining enterprise profitability. You can read his post @ http://hbr.org/2012/07/a-radical-prescription-for-sales/ar/1. I would agree with him on most of his arguments. However, as with most theories, this theory has its limitations as well. In my opinion, sales commissions work if the following conditions are true: The sales process is simple and involves only the sales person with no dependencies on any other colleague. There is no upper limit on the commissions that he/she can receive. Earnings via commissions (as a […]

Sales

66 Things You Should Know About Your Customer & some more

I just came across the article “66 Things You Should Know About Your Customer” in the Inc.com website written by Harvey Mackay. He talks about the importance of knowing your customer in selling to them. He also stresses the fact that, even though you may be selling to a business or an organization, the real buyer is still an individual and it is important to know about the individual as much as you know about his company, if not more. He also has developed Mackay 66, a 66-question customer profile that includes absolutely no information about the envelopes a company […]

Customer Engagement

Customer Satisfaction Sucks !!!

Yes. That is right. CUSTOMER SATISFACTION SUCKS!!! In a networked world, customers today are spoilt by choice. Customer expectations are increasing every passing day.  What was exceptional yesterday is expected today and will become irrelevant the day-after.   World class customer experience is quickly becoming the price of entry. Also, Satisfied customers are so boring. &They do not demand more out of you (thereby not challenging you to continuously improve) &They instill a sense of complacency in your organization (which in today’s fast paced world can be very dangerous) &They do not go out of their way to promote your product/services […]