Business Model, Ideas, Sales

Go-to-market strategies that can kill innovations

I think we can learn a lot from our own failures and also from how others around us fail. I would like to take a trip down my memory lane. Early in 2001, there was an interesting organization called iNabling Technologies founded in 1997 by John Aravamuthan. It also got a funding of  $3 million (B V Jagadeesh, Infinity Technology Investments, ICICI) Making e-mail access affordable was the mission of Bangalore-based iNabling Technologies. The indigenously developed iStation was a low-cost e-mail device loaded with Engati software, which allows multiple language usage. The iNablers (as they call themselves) had also designed […]

Entrepreneurship, Sales

Journeymen, Mavericks & Superstars: Understanding Salespeople at Startups

Today, someone shared with me an article on the different types of sales people and when to recruit which type of sales person. I enjoyed reading this article. Hope you enjoy the same as well.  Also, where do you think you and your key sales people fall-in ? Do let me know.  Article:  Journeymen, Mavericks & Superstars: Understanding Salespeople at Startups by MARK SUSTER on APRIL 8, 2010

Customer Engagement

How easy is it to do business with you?

Today I visited a private bank in Bangalore. There was a person who wanted to open a savings account with the bank and deposit some money. The bank manager went on to inform him that the bank can open a savings account and accept his deposit only if an existing customer of the bank recommends. Here is someone who walks up to your office offering business and the manager almost refuses the business or is willing to do business on conditions. I think this is what happens to a lot of other organizations as well. As the organization gets more […]

Sales

Sales Compensations

An effective sales team is always highly motivated. Most important way of motivating your sales team is through their compensation plan. This is also one of the most important aspects of the sales strategy that can have a big impact on the morale of your sales team and also to the sales they clock-in.  We need to consider different aspects before deciding on the compensation plans. Competitive landscape and the compensation offered by competitors Position of your product on the product lifecycle on the Profitability of your product Sales cycle time for your product Complexity of the sale involved Is […]