• Articulate broad strategic vision and gain insights into existing business • Finalize Opportunity• Prepare Strategy-map
1 ) Opportunity Finalization and Potential Target : • Identify clients based on criteria defined. • Initiate and facilitate discussions with shortlisted targets. • Prepare profile of shortlisted targets. • Conduct target screening for prioritization.
Indepth Understanding Key Steps :Obtain a detailed understanding of product portfolioand business capability.Understand build up of new products.Determine existing initiatives technical marketers’ sales.Articulate management perspective on existing businessstrengths and weakness in view of overall businessobjectives.
Methodology :• Discussion with senior personnel with business product/units.• High level internal data. Deliverable : Analysis• Existing business review.• Internal capabilities assessment.
Long term plans , Identify growthopportunity and articulate a strategy map. Key steps :• Strategic workshop will include top management and core business personnel • Strategic workshop will be conducted in 4 modules
I. • Outline overall strategic objective and long range plan. • Vision. • Application , products and customer right. • Revenue , profitability. Examination of Industry structure and Key segmentsIX. • Segment Market. • Categorize sub segment based on end user/product dynamics across each segment. • Market size estimates for each segment / sub segment.
III. Assessment of underlying growth drivers: • Key Segments. • Nature of competition. Prepare a strategy map which will lead to :IV. - Existing gap assessment. - Opportunity Finalization .
Methodology :• Provide strategic inputs during workshops in the form of tools , framework and support.• Contribute in the brainstorming of ideas and collaboratively engage with participants and guide the team to arrive at an action oriented agenda.• Form a steering committee.
Deliverable : Definition of high level objectives Assessment of various segments Industry Structure CompetitionGrowth drivers/inhibitersDemand/supply gapProfitability , 5 Entry Barriers
Filtration Criteria to Identify TargetsKey Steps : Define customer based on:• Revenues• Key product segment• Competitive positioning• Profitability• Business Risks• Future Plans• Factor geographical presence• Conduct primary research with sophisticated companies• Discuss and finalize the filtration criteria• Prepare detailed Evaluation Scorecard
Methodology• In depth secondary research through co-websites, industry reports, market knowledge.• Discussion with industry experts , associations, channel intermediaries Deliverable • Filtration Criteria • Evaluation Scorecards • Documentation of key findings
Markets discover what’s largely invisible• Enablement stage : Problem definition, solution search, evaluation and validation.• Buyers’ journey : Purchase value delivery , Nurture & retain , value streams expanded adoption , problem definition , solution search , evaluation , validation.1st Step : Separate data by Industry / Role / Segment.2nd Step : Market research, Interview customers, new accounts , low sale opportunity , timeline , map your target markets.3rd Step : Map current marketing activity. Fund activities that look for specific ………………….
What are my inputs ?• Creating a lasting change.• How to be an effective leader• Improve relationship with colleagues such as peers , teammates , direct reportee’s others in your organization as well as build relationship with customers• Learn how to coach your own employees• Assuming new responsibilities• Reinvigorating a stalled recently troubled project• Finessing a special project with high stakes or significant pressures• Surfacing and resolving differences between you your colleagues• Reviving your personal motivation• Preparing for increased upward mobility.• Motivating/Retaining your staff.• Increasing Personal Productivity• Managing large or complex projects• Acquiring or improving personal skills• Defusing acute tensions
Motivate Lead by Example Inspire Mentor / Coach Team work Vision•Breakthrough performance - Opportunity•Assumption ………………………. Reality•Challenge the Changes•Higher level of performance•Tools, Strategy, Action PlanSELF PRESERVATION Insecurity Fears Urgency / Relationship
HOW TO STRATEGIZETake Away:•Evaluating the External business environment•Identifying competition forces that drive industry structure•Forecasting Industry evaluationKnowing your Competitors:•Recognizing your current / future competitors•Analyzing competition, goals, assumptions, capabilities & strategy•Predicting the behavior of your competitorsPositioning your Company to Compete:•Identifying sources of value and competitive advantage•Choosing the best competitive strategy for your industry•Developing the right strategic partnershipAligning Business Strategy & Execution:•Ensuring that your organization can effectively execute its strategy•Recognizing and addressing the misalignment of strategy and execution•Realistically measuring progress against your business strategyEnsuring a sustainable strategy:•Identifying threats to sustaining advantage•Recognizing when strategy should / should not and cannot be changed
Managing Multi Business:•Understanding the dynamics of globalization and competitive advantage•Expanding successfully beyond barriers and across cultures•Aligning resources, activity and organizational goalsBUSINESS BREAK-THROUGH PROGRAMME•Market Place – Internally•What do you think?•Level of achievementBREAK THROUGH CULTURE•Insights – Leadership•What are my values ?•What are my goals ?•How do you get people to work to your advantage ?
I.Strategic Articulation & Identifying Appropriatemarketing / Distribution channels•Articulate strategic vision•Assess market landscape to determine bottlenecks•Identify appropriate channels for marketing/distribution routeto marketII.Potentially target profiting and support for Alliancenegotiation•Identify alliance partners based on the criteria defined•Prepare detailed profiles•Conduct target screening for prioritization•Initiate and facilitate discussions with shortlisted targets•Receipt of expression of interest•Short listing and making detailed presentation to seriousalliance partners.
Profle of players identified channels Target screening Releasing corporate presentations & Executive summary of the business plan to Potential partners Making detailed presentation to seniors Alliance partnersGain Insight into existing businessSales trendsResource & distribution channelsEnd user focusMarketing & promotion strategyStrategic ObjectiveVisionRevenues, profitability, return to stakeholdersCurrent & future intentKey customer segmentsGeographic focusUnderstand Management perspective and existing customer perception, key driver which can improve improve adoption rates
Key stepsExamination of Industry Structure and Key SegmentsSegment marketCategorize sub segment based on end user and product dynamicsBroad market estimates for each segment / sub-segmentDrivers / Initiators of growth, substitution trendsCompetitive intensity and map players into strategic groupEntry barriers for players across segmentsMarket assessmentValue Chain dynamicsKey influencer, decision maker, buying behaviorKey Product SegmentsCompetitive positioningGeographical presenceEnd customer segmentsRevenueFuture diversification plans
HOW TO LEVERAGE LINKEDIN TO GENERAL SALES Developing Converting your profile Adding event attendees into applicatio sales n opportunity Creating & Joining Promoting events groupEngaging Leadin group Positioning Generationdiscussio update Road map n Creating Following a linked prospect in group s Establising Adding as a connectio thought leader Developin n g sales strategy Stage III Stage II Stage I
START-UP TIMINGSMarket DefinitionProduct developmentIdentifying partnersFinding / funding (staging)Locking in Intellectual propertyFinding advisorsCreating a business plan CUSTOMISING DEDICATED FACILITYADVANCE CUSTOMER SERVICE QUALITY OPTIMISING PERFORMANCE OF YOUR EXISTING ASSETSWe deliver--> Inventory Integrity Shorter lead time Increased productivity Greater responsiveness Fast & Reliable start-ups Flexibility to meet growing volumes Recruitment, training and motivation of workforces Transfer of Industry best practices from other sectors & regions Rock solid record keeping Transaction Integrity Transaction history record keeping Comprehensive menu of standard reports
MOTIVATING EMPLOYEE PERFORMANCE WITH INWARD FOCUS(3 VITAL STEPS)Sense of achievementWork commensurate to abilityBITE sized tasks are better plan with a idea – end with the ultimate goalHave a contingency plan set itMotivating employee performancePROFITABILITY IN TOUGH TIMESBe a path breakerRetain and tempt the best brains / hands in the industryConnect with and reassure your customersDevelop a unique approachMake co………………….. / build strategic partnership.
GOOD LEADERSHIP WHEN COMPANY IS NOT DOING WELLChange the internal cultureLeadership as a tool for participation approachNeutralize the denial and resistance to changeHelp people gain a realistic assessment of their strength and weaknessHighlight the positive but do not underplay the negativeEmpower and encourage the employeesShow empathyCUSTOMER SERVICE BACK-UPBe accessibleBe courteousAct nowBe helpfulGo the extra mileListen when your customer complaintsARE YOU A GOOD LEADER ?Are you a master in your fieldAre you leading by exampleA good leader makes few promises, but when he does, he keeps themA good leader values people more than profitsA good leader manages time for his family and ensures that every employee does that too.
K.R.A’sDevise, implement & facilitate annual marketing planMarketing plan for strategic activity related to campaignsSales forecastingCompetition tracking & strategizing in order to gain market shareIdentifying target audiencesConverting potential customerExecuting promotion through seminars & presentation to enhance visibility & driving volumes with branding advt & promotion managementManage day to day activities with PR, Press and marketing communication agencyResponsible for expense budgetingNetworking with sourcing centres, institutions, develop a network of consultants for recruitmentRepresenting cos at various educational events & industry meetsResearch industry trends, marketing opportunity and competition analysisInnovation & Renovation on the website basisUse social media & other new media solutions to increase brand presenceInitiate & manage CRM activities to cross sell
MANAGING & MOTIVATING PEOPLEWhy your sales person have stopped proactively developing new businessWhy you consistently try to motivate your sales team without a change in resultsHow to deal with negative attitudeHow to prevent complacencyHow to uncover the untapped value in your sales people9LEADERSHIP QUALITIES11.A positive attitude12.Creativity13.Intelligence / Emotional Intelligence14.A futuristic vision & practical ideas15.Ability to stimulate, inspire, energize and motivate followers16.Initiatice & finish – flexibility17.Freedom / courage to break from convention18.Strength in adversity : Mental toughness towards perseverance19.Reliability & Integrity : Willing to take responsibility20.Willingness to pass knowledge, delegate and groom successors
WHAT DO LEADER DO?Set vision / directionAffirm / attribute valuesHigh standard / ExpectationsAccountableMotivate / Achieve unity of purposeInvolve others in decision makingServe as Role modelListen / Explain : CommunicateGuide constituentsSet example “Walk the Talk” CAN - ABILITY WILL - ATTITUDE CAN CAN NOT WILL GOOD EMPLOYEE TRAINEE WILL NOT INSPIRE, BURDEN, MOTIVATE LOST A ACTION B BELIEF C CONSISTENCY
UNPACKING THE NEW MODELMake the mission “The Boss” He / She will contribute to the company’s goals. You are responsible for the accomplishment.Let the employee ……………. AgreementsEmpower everyone – trulyDo not force people into BoxesEncourage competition for impact, not for promotionsRoad to Self-ManagementADVANTAGES13.Lower cost (Higher salary to everyone)14.More collegiability (No politics)15.Greater Initiative (Proactive)16.Higher Loyalty ( (Employees do not leave)17.Deeper Expertise (Developing your own skill)18.Better decisions (Faster decision)19.Increased flexibility (coming together)DISADVANTAGES23.Tougher adjustment24.Longer induction25.Accountability challenges26.Growth issues
POSITIVE MIND CREATESProductivityCreativityEngagementHappiness Advantage-Jot down 3 things they are grateful for-Write a positive message to someone in their social support network-Meditate at their desk to 2 minutes-Exercise for 10 minutes-Take 2 minutes to describe in a journal the most meaningful experience
BUSINESS PLANTo identify any problems before implementing plansTo get the participation & commitment of those who will help you implement the plansTo establish a roadmap to compare results as the venture moves forward intorealityTo achieve greater profitabilityTo obtain financing from investorsTo minimize the rise of failureTo update your plans and operation as the world changesTo clarify your goals and strategiesWHAT COULD AFFECT CHANGE IN YOUR BUSINESS PLANMarket Research could be wrongChanges in the economy, customer ability, interest and ability to purchase can change dramatically overnight.Product or service may not be projected in your plans. Be flexible in product lineand be open to changing to meet market interestLet customers shape the product & messageFiguring out the right marketing strategy
5 SALES TIPSConfidenceFocus on the clientTarget the right clientNetworkDelivery on promiseINNOVATION Get idea implementedINVESTORS Create New ………………ENTERPRENEUR Create people wealthierHOW TO KEEP THEM GOINGWhat they look for ?Value assignment : Top performers want to work it their personal values & corporate values is a strong connectionPromote values of the CompanyEmployee value proposition : Different than the restPositive reputation – Brand recognitionDevelopment opportunityReorganize & reward – Challenge, honest work environment, recognition to work, moneySIX HABITS OF EFFECTIVE LEADERSHIPInvention – Generate ideasReframing – Create new perspectiveAttraction & Orchestration – Power of persuasionInfluence – Cajole, encourageDrawing the line – Difference between success & failureDe-risking – Do not enter market where they have no core competencyHABIT OF KNOWLEDGEABILITY, HABIT OF LEARNING
SIX BUSINESS MANTRA FOR ACCOUNTABLE LEADER3.They’re not you (Natural guy)•What do you think•What’s one thing we could do right now•What obstacles do you anticipate•What can you do more or less differently•How can I ……….. support you2.Your performance is based on the performance of your people. Each one has his ownskills, gifts, perspective, show them that you see this and you appreciate what they dowell.3.When you are right – it will be right. When you are solid, everything around will be solid4.What you say is not necessarily what someone else hears5.A small change in your behavior can make a big difference in your results6.The luck starts here .. With you right now today.I.PLAY BACKWhatever was discussed and decided including short term goals, long term plans and prioritiesAny insights, break through and solutions that were uncoveredAnything else worth noting.II.PLAY FORWARDWhat the employee will accomplish between now and the next accountability meetingSpecific action plans, what , how and whenIII.QUESTIONSAny questions that were raised in the meeting, but left unansweredAdditional questions or concerns that may have emerged after the accountabilitymeeting
7 Essential Behaviors:Experiment & try new thingsTell the absolute truthStart being early for everythingGet support to handle your problemSet goals that are much much biggerTreat people much much betterKeep yourself wellARE YOU READY:Are you looking to build a merger businessHow do you define successHow much do each expect to take out of the businessHow long can you each hang it there, until the business takes off?Do a credit checkHow do you determine your value of businessWhat happens if the business failsHow do you want to be glorious, supportive that makes your business better & life easier
SOUND BUSINESS BUILDING PRINCIPLES:Do what you knowFind a niche, fill a voidFulfill your social missionLeverage core competency when diversifyingConsolidate when necessarySIX WAYS – Which can support, encourage, tap into employee creativityCreate an environment to new thinkingEmploy a process of development for new ideasEncourage communicationHave a neutral facilitationSupport employee engagementFollow through must be assuredSIX GOOD THINGS A GOOD MANAGER NEVER DOES:Never behaves as a DictatorNever runs down his employeesNever encourages ‘YES’ menNever lose sight that you exist because of customerBe an example to his employeesNever allow ego’s to rule
Raheja …………..How can I be a good leader for youWhat will enable you to get the most of our relationshipIn an ideal world, what sort of relationship do you hope we will be able to createWhat else do you think we need in order to create a successful relationshipWhat are some of your personal and professional values (education, hard work, courage, fairness, loyalty, integrity etc) How much these affect our working relationshipWhat are some of your strengths, what are some of mine
5 common networking errors:3.Leading with your need5.Relying exclusively on online social network7.Overlooking the people you come across every day9.Defining your talents & interests too narrowlyNO TIME MARKETINGUnderstand marketing principleCreate a message that attracts profitable leadsEnsure you have the right marketing information and materialsHave meaningful filters to quickly access future marketing opportunityGenerate quality leads
EFFECTIVE SALES CHANNEL MANAGEMENTSALES CHANNELSales ForceTelemarketingDirect MailDistributorsBrokersPartnersSeminarsTrade showsSocial mediaSALES CHANNEL STRATEGYOne size does not fit allRight choiceSuccess or demise in the market placeSALES PERFORMANCE MANAGEMENTGoal settingOngoing feedbackPerformance diagnosticsSkills developmentPerformance review
OBJECTIVE OF Describe the major changes taking place in selling and the forces causing these changes Define Sales management Describe the sales management process Discuss competencies required to be a successful manager Marketing Mix Products Prices Promotion DistributionAdvertising Public Relation Personal Selling Sales promotion Internet SALES MANAGEMENT Planning Motivating Budgeting Compensating Recruiting/ Designing Selecting Evaluating – Training Performances
Transactional Selling Module Relationship selling moduleEmphasis on Sales Skills Emphasis on general mgt skillsResponsive to customer needs Proactive innovation / Opportunity identification & OffersGood products, price and Service Value based offers, Organizational enablersNarrow customer focus Broadened to customersDifferentiation through product Differentiation through peopleSales / Revenue Focus Profit management focus, share of customersTraditional Customer Relationship Trusted business – Advisor & partner
SALES PRODUCTIVITY METRICSAmount of time necessary to complete the saleGross margins associated with the saleLevel of pricing discountingAmount of promotional supportImpact of future product salesPEOPLE DEVELOPMENT50% Personal Development30% Sales & Product Leadership10% Compliance10% Administration
SALES MANAGEMENT COMPETENCIES Strategic action competency Technology Competency Coaching competency Sales Management Effectiveness Global Team perspective building competency competency Self Management competency STRATEGIC ACTION COMPETENCY Understanding the Industry Understanding the Organization Taking strategic Action
TEAM BUILDING COMPETENCYDesigning teams properlyCreating a support environmentManaging team Dynamics appropriatelyCOACHING COMPETENCYProviding feedbackRole modelingTrust buildingTECHNOLOGY COMPETENCYUnderstanding new technologyImplementing sales force automationCRM program meCAREER PATHS To be made very focused
1.What is your business ?2.Who do you want your customer to be ?3.How do you differentiate yourself ? Positioning Statement Develop a powerful sales strategyImplement Ask for Referrals Track ResultsTactics
Methodical Sales ProcessSupport Operation Deliver / Implement Develop Relationship Identify Gain Establish Conduct Close Deal opportunity attention interest discovery tunity oAccount / Territory Management oSales Operating support oHuman Resource Management oQuality Assurance oProcess Management & Metrics Sales Operation Sales Support Customer Satisfaction
Pg:77 Sales OperationSALES PROCESS Customer Satisfaction Sales Support Finding Right ProspectsImproving B2B sales performance Received enough qualified OpportunityPg. 78SALES PROCESS1.Distribute qualified lead to sales people2.Accept it or decline the lead3.Sales initiates contact with the lead4.Follow up with actions & forecasts5.Sales cycle occurs6.Share info & ideas with customer7.Create track & assign task to sales support8.Sales plan – Track activity – Relationship development9.Management reports for future projection10.Sales uses marketing materials to enhance the sales cycle11.Proposal is written and submitted12.P.O. is generated
Pg. 79Improving your business•New opportunities•New processHow did you get ……………Problems that you can solve ..Don’t assume that you can do what you expect•How will you give the team the needed skills•How will you coach them•KNOW-NOW TO DO IT
Pg. 803 tips to Profitable Prospect•Post wanted Poster on my …………..•Send E-mails to other agencies•Investigation•Preparation•ExecutionModus Operandi - Decision makers - Finding talent - Emails / phone calls - Who owns the responsibility for the problems you solve.How do decision makers buy solutions to their problems?Create a prospect list of companies that fit your ideal profileLook at their web sitesSearch LinkedIn
Pg.81PREPARATION:Even if I have a referral I begin by calling the sales peopleDo they have a problemHave they done anything to address – if so, what they have doneAre there consequences if they do nothingSPECIALITIES:Strong Organizational …………………………Visions, Execution, Stakeholders, Relationship, Sales marketing,Advertising, Purchase, People Development, ChangeManagement, Finance & HR skills, Strong Experience inTechnical collaboration & AcquisitionGREAT TEAMS ARE BUILT WITHCommon GoalGood communicationOrganizationSupport & GuidanceMutual RespectAdaptability
Pg. 84THE GREAT SALES PEOPLE PART I 1. Know the product 2. Know the company 3. Know the customer 4. Go viral – spread your relationship across functions 5. Go viral – with your customer organization 6. Love politics within your company 7. Respect competition 8. Integrity selling – Sell only if it is solving a problem 9. Make it your problem to solve the problem 10. Do not compromise (even it is costs your job) 11. Work within a set of values 12. Create your own brand 13. Act as an ‘Orchestra – conductor’ 14. Constantly add value to the customer beyond your organization product or services 15. Every sale is not your business 16. Understand the idea of a good loss 17. Develop a mindset that those who say price issue, price haven’t understood you yet 18. No will always be a starting position, job starts now 19. Great sales a people + Mediocre sale people is not their closure rate, the difference is great over always have a pipeline of leads. 20. Seek customers who are demanding, what your product doesn’t have 21. Be an equal opposite a customer, a vendor, a leader anyone. You are no lesser human being. Practice partnership obsessively 22. Thank-you – The most powerful emotion yet.
23.When you look across the table have this attitude. How can I get this company a breakthrough and get him / her promoted.24. Have you made a difference to those you meet today? Make sure youcan answer yes every evening.25. Keep your bloody power point slides simple & minimalPART-II26.Opportunism mostly wins. The great ones are good at Plan B27. Nothing succeeds the first time. Absolutely nothing – Passion28.If no WOW then no GO29.Speed – on solutions, speed on sending proposals, speed in delivery,speed on excellence, speed differentiates Bosses & Clients.. Love speed30. A startling discovery – All wake up at 5 am to exercise & read31.Micromanage to the last degree32.The biggest key to outsell competition & your own colleagues – Ask betterand more intelligent questions33.Good listener are good sales people34.Great listeners are great sales people35. A big secret to Winning – Out read everyone else, Out read thecompetition, the clients, the colleagues, the leaders, out read the outdo. work100% if the time.36.Are you a great interviewer?37.Are you a great presenter38.Under promise even if it costs you business
39.Keep your word always especially on time commitments.40.People keep looking for product or service differentiators41.Everyone should win or it wasn’t a good sale42.Repeat He or she with most number of good relationship will have most number of wins43.Phones beat E-mail44.Lend a helping hand to your client esp., when you don’t have the time45.Enthusiasm is an important as any skill46.Your single minded goal – in building a sales career – works like hell to build a reputation of an expert47.Be kind48.Think TURNKEY49.Work on your story – A better story outsells a better product50.Luck matters – So get lucky by doing all thisPART-III51.Give value first. Give value before, Give value after.52.No one likes to be sold, people like to buy53.Don’t ask questions which are none of your business eg: money54.Don’t compare yourself to competition55.Don’t try to find pan – point Please focus on building rapport56.Don’t meet non-decision maker.. why would you57.Don’t ever discuss prejudices eg religion, gender, geographic58.Don’t make excuses for what went wrong
59.Don’t forget to Google yourself60.Don’t ever make the mistake of analyzing that a customer did not buy because price was the issue61.Cold calls are annoying , more over referrals net worthy, social networking all yes62.Sales are engagement. Create a question based strategy versus a tell all strategy63.Repeat Attitude and enthusiasm will outperform any strategy64.Most sales people don’t have a value preposition65.Don’t be in meeting to make sales make relationship66.Sales are made emotionally and then justified logically67.Connect with customer emotionally68.Customers who buy at low price – recommend them to your competition69.Don’t hang around negative people70.First 20 people you call hang up on you. Resilience is how you react, respond and recover from such situations71.B Have a bloody sense of humor72.Always do the right thing over and above the acceptability thing – You will have lifetime success73. Eliminate other people’s drama74. Don’t ever say ‘I have no time’
1. A final check list:c. I have done homework about the companyd. I have done homework on the person I am meeting withe. I’m prepared with questions of engagement about themf. I am prepared with ideas in their favorsg. I am relaxed than formalh. I am confident, not cockyi. I am more friendly than professionalj. I give signed books not brochuresk. I do not start until I have established a rapport and found common groundl. I listen more and talk lessm. I walk into sales call with ideas and questions not a pitchn. I look for pleasure not for their paino. I don’t talk about what …………………. Talk about how they win.p. I ask for & get their bucket listq. Discover my customer reason and motive for buyingr. I do not make presentation from my laptops. If I …………………………..t. I make my own slidesu. I often clarify a statement with a question, before I answerv. I discuss money openlyw. I use testimonials to prove pointsx. I am more patient than anxiousy. When I hear a buying signal, I ask for and confirm the salesz. I do not leave without asking for the sales or for making the next step
Pg.92FIFTH …………………•Identify new personal capabilities you might have been overlooking•Better understand yourself, your potential•Enhance existing capability•Develop new skills•Draw new influences, energy and possibilitiesBENEFIT•Creating lasting change•Being a leader•Assuming new responsibility•Surfacing & resolving differences•Reviving your personal motivation•Preparing for increased upward mobility•Motivating & Retaining your staff•Increasing personal productivity•Managing large or complex projects•Acquiring or improving personal skillsREALITY + IDEA = POSSIBILITY
Pg. 94FOUR TRAPS THAT EFFECT KILLING WORKRank programs as the most important motivation. You can do betterTRAP I - Mediocrity SignalsTRAP II - Strategic Attention deficit disorder (too many initiatives)TRAP III - Corporate keystone naps. Complex matrix structure (chaotic situations)TRAP IV - Misbegotten Big Hairy audacious goals. Goals Extreme - as unattainable Vague - to seem as empty Result - VACCUUMAVOIDING THE TRAPSInnovating in process, rather than productsProduct – PurposeCommunicate with employeesKeep sight of Individual employees perspectiveDo you have an early warning system that your view from the top doesn’t match the reality on the groundWe are in war – we can win
FIVE EMPLOYEE MOTIVATIONS Incentive Recognition Clear goals Interpersonal support ProgressPg. 11710 Simple Rules for becoming a BillionaireGrow as a person, when you face your own challengesNobody is happy alone. To share experiences is always a good thingYou grow as a person when you face your own challenges or stressful moments, as I like to say. A good entrepreneur must be prepared to evolve in adversity.The good seller is the one who is also a good listenerBelieve in yourself. If you doubt in yourself, you won’t be able to face your co-workers, or the market for that matter??
Pg. 118Fast & successful website integrationImproved business intelligence efforts to help drive customer engagementMeasure marketing effectivenessNew marketing technology to better exchange customersE-commerce platform implementationIntegration of marketing with supply chainImplementing CRM systemsImproving accessibility and usability of customer informationBuilding a customer data w/houseDeveloping self service options for customersCost saving from the integrationInnovation & product developmentCommunication, dissemination internal & externalPg. 172R–E-S–P–E–C–T spells long term successSeven Fundamental desires:oRecognitionoExciting workoSecurity of EmploymentoPay that’s competitionoConditions at work that are physically & socially comfortableoTruth and transparency from their leaders
Pg. 171Converting Lack Luster Sales:We could generate more business if We actually begin to consistently and productively prospect for new businessWe could differentiate ourselves and overcome the pricing objection that erodes profitWe could motivate demotivated sales people & remove complacencyWe could actually focus on and consistently generate new businessInherent in hiring, managing & motivating sales peopleWhy your sales people have stopped proactively developing new businessWhy you consistently try to motivate your sales team without a change in resultsWhy sales people spend so much time managing pipelines, yet fail to close deals.Why sales people routinely dropping price eroding your marginsHow to identify, select and hire top performers – that stick & produceHow to prevent complacency / anemic behavior which impacts new business development.How to uncover the untapped value in your sales people.
Extensive Research:Strategic PlanningMarket opportunity assessmentBusiness assessmentRetail model & propositionOperating modelRoll out strategyBusiness plan & detailed financialsPartnership including joint venture & strategic tie-upAssistance in merger / acquisitionAdvisory Role:Preparation of project plan & definition of responsibilityProject managementOrganization creationProcess development & trainingManagement of third party agencyHR management trainingMonitoring the status / timing the proposition and processBenefits we offer:Integrated approach / Inter linkageLearning various implementationResponsibility of project co-ordinationSubject matters experts for various modulesOutside in-view
Pg. 177Consumer Contact Strategy•Collect•Customer data•Direct mail•End to End campaign Management•Sourcing & vendor Management campaign•Creation design for mailers•Best in class Algorithms•PartneringSTORE PLANNING:•Macro space allocation•Trial & control store selection•Core strategyLOYALTY STRATEGY:•Loyalty program me•Customer centricity•Customer behavior•Media Management•Events•Media Campaign•Social – Media clients•Digital marketing
Pg. 179IDEAL LEADER1.Must have firm views2.Marketing Attitude, Strategic Thinking, Financial Acumen & HR capability3.Jack of all trades – Master of at least one4.Ability to take on everyone – young or old5.WiHy (??)6.Best of best planning & strategic thinking7.No non-sense attitude8.Easy to meet and work, tough to get benefitted9.Firm believer in future prospects10………………….. in nature11.Classy & non-cheap attitude12.Dreamy as well as practitioner13.Risk calculating, analyzing & capturing ability.14.Positive attitude, focus thinking & behavior15.Affirmative16.Neither authorative nor malleable17.Can change plans as per situation18.Can balance personal, social & professional life19.Understanding of his business20.Ability to analyze a person21.A pinch of ego.
Pg. 209Three Key Competency to build Organization CompetitiveAdvantage.5.Information Management7.Analytical skills and tools9.Data oriented culturePg. 210WHY CHANGE IS DIFFICULT ?Motivating employee performanceThe top 5 reasons why employees fight changeThey perceive a risk in their personal well beingThey are no immediate role models when change comes inEmployee may feel incompetent to take up new responsibilityEmployees feel overwhelmedEmployees fear there is a hidden agendaDefine, Measure, Analyze – What are our priorities? What does our current system do? Where is the waste located?
Pg. 211•I know who I am – Powerful belief benefits of developing a personal brand•You attract the best possible platforms for work•You can attract best talent to work with you•Your innovations / products would enjoy a head start.Pg. 212Teaching Technique - 5 Career Transition Questions:oWhat is my purposeoWhat are my career objectivesoIs my current career deadoWhat skills do I have that are transferable to new joboWhere should I be looking for my new career-Complacency-Sales Behavior-Proactive sales approach-Accepting poor sales performance is a result of the economy-Implementing real change to increase sales-Not improving your existing sales people-Motivate your sales team
Pg. 21812 Triggers of Persuasion1. Recognize shared similarities2. Declare your intent3. Appeal to visual4. Teach something valuable5. Seek understanding first6. Find other’s virtues7. Mirror the verbal8. Unveil their plan9. Unify common goals10.Third party validation11.Confirm your weakness12.Contrast your claimsI.WHAT TO DO AND SAY:•Dress similar to the person you want to identifywith•Mirror the other’s verbal cadence and disposition•Never argue against their predisposition•Avoid controversial issues•Look for something to agree on•Acknowledge their reality
II. DECLARE YOUR INTENTIII. APPEAL TO VISUAL•Show images that easily communicate your message•Utilize props to help convey your story•Before and after images•Leave plenty of white space, do not clutter•Demonstrate how your product or service worksIV. TEACH SMETHING VALUABLE•Research to find valuable data•Provide industry information that will position you as an expert•Focus your efforts on what they would be their field of interest•Begin with real data and hard facts•Serve your client by being a market expert not just a product expertV. SEEK UNDERSTANDING FIRST•State your intention as understanding their situation•Listen actively and attentively•Provide affirmation of understanding, but don’t interrupt•Drop your ego and listen to………………………………….•Paraphrase that which you heard them say
VI. FIND OTHER VIRTUES•Search for the virtues in those we meet•Tell them of the noble characteristics you witness and provide evidence•Ask them to expand on the virtue•I know you are an industry leader an early adapter. I heard your company was first to ….VII. MIRROR THEIR VERBAL•Use the same descriptive words they use•Do not sugar-coat or down grade their descriptive words•Mirror their body language, demeanor, pace•Understand & articulate how they feel•I can see how that would baffle you .. Heck it could baffle me too.•It is important to proceed at the pace and cadence of the other.VIII. UNVEIL THEIR PAIN•Discover by asking questions•What about your business keeping you up at night•Identify what happens if the biggest concern remains unresolved•Unveil the financial, personal and competitive consequence associated with the problem
IX. UNIFY COMMON GOALS•Ask what their goals are•What are the desired benefits of the goals•Establish the pain of not achieving the goal•Describe how you would personally benefit by achievement of the mutual goal•How would you personally benefit by attaining the goal•What does success look like to you•How do you measure your performance towards the goalX. 3RD PARTY VALIDATION•Display all the current work you have that is like their project•Display credential awards•Raving fans to luncheon with prospective client•Utilize demonstration to prove the claimsXI. CONFESS YOUR WEAKNESS•Before others have a chance to shape it for you•Find the silver lining in the weakness point•Establish credibility by calling out which is already on their mind•Appreciate that we are honest on the big issues, hence we will be honest for little issues too.
XII. CONTRAST YOUR CLAIMS•Boldly claim your uniqueness customer focused value•Make your claim more memorable throughout your message•Make the claims short / sweet•Claims must be focused on customers pain•Set Three – ‘Of the people’ ‘by the people’ and ‘for the people’
Pg. 219Customer driven marketing strategy for profitable growth•Which customer will provide the best value to the organizatio•Conventional core concepts•Lifetime customer value in marketing planning•Developing a unique brand•Understanding distribution channels•New customer ………………………….•Create impact to add value to your customer.Customer Driven Marketing includes:•Positioning new products & services•Customers as assets•Designing and managing product lines•Managing consumer experiences•Branding•Pricing•Marketing communication strategy
Pg. 220Strategic thinking & leadership for growth•Growth begins with strategy – select opportunity, alliances, internalresources to achieve them•More strategy from concept into reality, develop teams, drive changeremain vigilant about competition•Strategy formulation & development of business plans•Identifying creating and sustaining a competitive advantage•Leading and managing growth•Strategic thinking & activity•Corporate growth via acquisitions & alliances•Strategy audit•Competing in a global environment•Selecting leaders and developing talent•Leaders checklist•Making food & timely leadership decisions
Pg. 221SUCCESS BY FOLLOWING ON USERS5.Get feedback7.Be accessible9.Show tangible value11.Build trust by protecting user dataNew Year Resolution:16.Break-free from your focus on short term18.FOCUS on leading, not managing20.Look at and DO, communicate in a new way.
Pg. 222FOUR FORCES IN TODAY’S WORLD:5.Creation is amplified6.Rich allows us to do what we want7.Marketing is far more efficient8.We are better connected.FIVE FUTURISTIC BUSINESS OPPORTUNITIES:•……………… health•Cashless shopping•See – Do•Trade in•Simple SourcingMANAGEMENT:21.Prioritize benefits22.Keep your office door open23.Recognize the value of mistakes24.Engage …………….
Pg.223SEVEN ways to Regain your Productivity:•Limit interruptions•Do less Not more•Focus on tasks not time•Act thoughtfully•Take small steps, not giant leaps•Use social media with a purpose•Merge personal & professional life (??)Pg. 2246 things to know16.Connect people based on their interest17.Create taste by integrating fans / customer18.Allow sellers to get their products to people who are interestedin them.19.MIX social date with your own date about customer interest20.Customers can see automated recos based on table graphdata21.2012 Social commerce providers will provide buying tipsSIX KEY TRENDS – for business in 201225.Customers look for fairness, before they trust your business26.Make sure the images in your advt / mktng are enough to fit intoday’s ‘reality.27.Keeping ahead of the curve is one way to give your businessan edge
Pg. 2233.Evolving rile of your people4.Provide satisfying experience that is affordable5.Demand for daily deals with customer loyalty program me.6.Mobile technology get practicalPg. 225Before you ACT ListenBefore you REACT ThinkBefore you SPEAK HearBefore you CRITISIZE WaitBefore you PUNISH ForgiveBefore you QUIT TRYThe “D” WordDebt, Default, Downgrade, Depression, Demonstration, Death,Disaster & Destruction.The “C” WordCareful, Connect, Concern, Collaboration, Cooperative &CourageousPower of people: Believe in the triumph of Optimism, ingenuity ofhumanity, standing ovation.
Pg. 226Career Profile5.Top 3 ‘Field of work’6.16 career personality you are best suited for7.6 dominant career abilities8.3 dominant career intelligence9.6 key skills ‘Knowledge areas’……………………. Key skills.13.Has a good head for number14.Thrives in a commercial environment15.Pass on skill & knowledge to others16.Ability Mathematical, Commercial, Caring & serving, Teaching &coaching, Verbal language & Protectivity.17.KNOWLEDGE – USER18.KNOWLEDGE – PROVIDER19.KNOWLEDGE – CREATORPg. 227Brand Equity:25.Know your rights26.Be clear about your objectives27.Be at your best28.Be a continuous learner29.Seek employment & work in the right place
Need a Career Overhaul3.What is my purpose ?4.What are my career abilities5.What skills do I have that are transferable to a new job?6.What should I be looking for in a new career?Pg.228BUILD your Personal BrandMotivate you over othersDifferent from others:Understanding your own unique USP value.Questions:(1) What makes me tick ?Why enjoy networking, help you succeed(2) What can I deliver ?Potential, Results of the past, Deals programmes you have put inplace.(3) How do I make my workplace betterSoft skills, communicate, change, leadership .. different concretemethodology philosophy demonstrate testimonial(4) Why am I in demand ?Value market price demand for your service different areas ofexperience
(5) Why should you hire me ?Motivate, market place, organization, sales pitchPg. 229DO’s of Working with Mediah.Being confident, not cohesivei.Check if it’s a good time to talkj.Being friendly not fawningk.Be well equipped with your knowledge & have a crisp pitchreadyl.Explain technical points in simple languagem.Be measured and calmn.Handle irate or unfriendly journalist with an even calmer toneo.Count to a hundred in your headp.Follow up your conversation with a mailq.Do suggest and check when its convenient to meetr.Remember!! it works only if the journalist feels it, give them aviable & readymade outline that their editor will buys.Smart positioning as well as creatively adding some bits.
Pg. 230The Donts of Interacting with Media5.Don’t be nervous6.Don’t rush through your pitch7.Don’t be too familiar, thinking you are friends, you may get rebuffed8.Don’t call the same person too often9.Don’t call on the slightest reason10.Don’t call editors & pitch releases11.Don’t promise what you are not sure of delivering12.Avoid using language that is overtly lucrative13.Don’t say you ‘ll just take a minute & go on for ever14.Don’t assume that the journalist’s will know you15.I will get back to you – but don’t get back16.In case you are working on a crisis situation, don’t hide the problemthe media will never trust you again17.Attaching the competition18.Falsifying facts19.Not building relationship20.Ignoring local media
Pg. 231 Pg. 231 BUILDING BRANDS: Customer Progression : Long term profitability Repeat business Customer Loyalty Customer satisfactionCustomerneeds &wantsBRANDS HAVE 3 MEANINGS RATIONAL BRAND EXPERIMENTAL EMOTIONAL
Pg. 232Criteria for Brand Success•Functional Benefit •Intangible / Emotional Benefit •Wanted by the Customer ROLE OF BRANDS:WIN – WIN PARTNERSHIP1.Brand Hierarchy 2. How to get recognition 3. Can I change a premium4. What else can I offer? 5.What product has demand?PRODUCT BRAND NAME BRAND POWER BRANDBrand Name – IdentificationBrand – Assurance of QualityPower Brand – A symbol of prideBrand – A device to gain loyaltyChallenges to brand builders ….“CAN NOT NEGLECT ANY SEGMENT”
Pg. 233Brand Building Pentagon – 5 Steps1. Brand Building ProcessEvaluation – build brand image to create a………………………..Elaboration – foster attitude in consumers mindFortification – to extend the brand to other productsBrand extension needs perceptual fit, competition, leverage, benefit transfer.2. Brand Management ProcessMarket Analysis -> Volume, Value, Geographic’s, season abilityWidth of usage, frequency of usage, gender differencePg. 234Brand Situation AnalysisTargeting future positionTesting new offersPlanning & Evaluating performance3 Waves of Branding:Master Brand Prestige Brand Global Brand
2.3 – Strategic Brand Management Process Identify & Plan & Measure & Grow & sustain Establish implement interpret brand brand equity brand brand performance position & marketing value programmePg. 2352.4 – Brand Building Guidelines- Brand Identity- Value proposition – driver role- Brand position – clear guidance- Execution – brilliant, durable communication programme- Consistency overtime – identify position- Brand system – portfolio & consistent …………………..- Brand leverage – Extends brands & develop co-trading programme- Tracking brand equity – Awareness, ……….. quality, brand loyalty & association- Brand responsibility – someone in charge- Invest in brands HONDA … ‘Fill it, Shut it, Forget it’
Pg. 2362.5 – Brand Program me (9 steps)•Why does this brand need to exist ? What would the consumer miss ?•………… & point – From where does the brand speak?•Vision – Product category•Values – Brands core value•Mission – How do you want to change peoples lives•Territory – Brand legitimate in achieving this mission•Anchoring act or product – Act / products / Value•Brand Style & Language•Brands imaginary client – Not the target buyer, but the reflected buyer.2.6 – Brand Building issuesq.- Can commodity like ………………….. become a brandr.- What should brand stand fors.- What should be its ……………………. offer
Pg.2372.7 – Brand Building Pentagon I. Brand Appraisal V. Brand II. Brand Expansion Brand Execution: Definition Product Price Promotion Place Packaging Service P&L III. BrandIV. Brand ArticulationMeasurementnt Unbranded Goods: Brand as Reference Brand as Personality Brand as Icon Brand as Company Brand as Policy
Pg.272Six Technology Trends5.Content based services – where you are what you are & will drive the nextwave of digital service6.Conveying data architecture – Turning data into new streams of value7.Social driven IT – Digital marketing8.…………………. Enabled agility9.Cost cutting to business innovation10.Orchestrated analytical securityPg.273Naresh is a trend marketing visionary, celebrated key-note speaker and aleader of huge ideas and experiences around the globe. He has the uncannyability to help brands & business be more relevant , innovative and profitable.Audiences can’t stop talking about his presentations. He really makes otherslook good. He is dynamic, inspirational and thought provoking. He has theremarkable ability to distill trends to their essence and articulate them in away we can all benefit from.NITCO paints selected Naresh to be the expert spokesperson to reach out totheir client.KANSAI Nerolac ask Naresh to help them understand the global changes aswell as processes in the relevant segmentSherwin William – Selected Naresh to land their stores in IndiaMukesh Ambani - ………………………… Naresh for giving the right paint fortheir …………………………….
Pg.2745 P’s of an Effective Presentation5.Purpose6.Preparation7.Practice8.Personality9.Presence / PassionPart of Presentation:A – AttentionI – InterestD - DesireA - ActionSeven ‘C’s of Success•Clarity: Who you are ? What you believe in? What u want ?•Competence : You can not climb to the next, unless you aregood at what you do now•Constraints : 80% from within•Concentration : To ……………….. one thing single mindedly•Creativity : Needs to be exercised like a muscle•Courage : Willingness to do things you know are right•Continuous Learning : 30 minutes a day reading
Pg. 276c)Create a thoughtful profiled)Build your networke)Join targeted industry + Professional groupf)Join your school group on LinkedIng)Search Linked in jobsh)Search for connections at targeted co’s.i)Make the right askj)Let people know you are lookingk)Showcase your expertise through LinkedInEffective Sales Assessment:o)Complacencyp)Excusesq)Chaser)Will not discuss Budget / Moneys)Reduce Pricet)Lack of commitmentu)Failure to dissolve objectionsv)Getting to actual decision makersw)Continue to chase poor prospects
Pg.275c.Will not challenge clients excusesd.Poor closing skillse.Ineffective cold callsf.Un-comfortable calling top executivesg.Selling cycle too longh.Accepts everything the prospect saysi.Refuses to establish mutual agreementsj.Has difficulty taking controlk.Goal setting – No clear documented goall.Difficulty getting qualified appointmentsm.Fear of rejectionn.Negative Prospects – Can not convert them into buying customerso.Doesn’t understand buying motivationp.No sales systemq.No tracking systemr.Doesn’t understand peoples.Getting referralst.Turnover of staffu.Lack of direction
Pg.278Conflict5.Confidently respond to anger in others6.Manage & understand personal anger7.Reorganize and deal with someone challenging a value such as Fairness& Integrity8.Deal with a person who sees the facts differently9.How to manage conflictTopics13.Identifying poor responses to anger14.Learning how to calm an angry person15.Controlling your anger16.Handling challenges to values17.Resolving differences in facts18.Managing conflict in a third party roleCustomer Service22.Build trust and encourage repeat business23.Increase customer satisfaction24.Determine what customers really want25.Learn how to meet the needs of customer26.Deal with dissatisfied customers27.Adopt a professionally friendly perspective throughout conversations
Pg.277•Work towards positive outcomes•Create rapport with any customerTopics•Identifying service excellence•Customer service analysis•Identifying “Blocks”•Identifying key customer service skills•Recognizing the customers emotional level•Identifying Positive / Negative listening process•Using question to gather information•Presenting information to customers•Developing effective languages to satisfy customer
Pg.279Coaching:Learn to coach on a day to day basisHelp others succeed in the OrganizationMaximize the job performance of othersEnhance the results of Projects and tasksIdentify the behavior pattern essential for job successDeal with and coach unmotivated /……………….. employeesCoaching Topics:Effectively communicating skillsPositive ReinforcementManaging & building the performance of othersClarifying / Related to goals assignment tasksIdentifying & Applying essential performance factorsDeveloping a general coaching guidelineUsing different types of coaching discussionsSolving problems of motivationUsing listening skillsIdentifying blocks to successful performance
Pg.280Supply Chain Marketing Software HR Sales potential Training Digital RemunerationTRAINING: Customizable, Reproducible & AffordableCoachingConflictCustomer ServiceFacilitation skillsInterviewingLeadershipListeningMentoringPresentation SkillsTeam Work
Pg.2823.Market factors4.Technology Factors5.Regulatory concerns6.Macroeconomic factors7.People skills8.Globalization9.Socio Economic factors10.Environmental issueMetrics, Brand Measurements, Sales ………………………………..B2C CRM ModuleVoice of Customer insightCross C X O CollaborationWhere Next ? Key Areas of Improvement.20.Understand & Deliver value to empowered customers21.Create lasting relationship22.Measure marketing contribution
Pg.283Paint Industry Web BannerTarget Audience Web based presentationAdapt Existing branch material Search Engine optimizationComp. site design reference Link ExchangeColors aspiration E-mail …………………. Pay per ……………… Viral marketing5 KEY AREAS / CHALLENGES:17.Explosion of social media18.Date explosion19.Shifting consumer demographics20.Growth of channels and devices21.ROI AccountabilityStretched to StrengthenedMarket Technology
Pg.284Lessons to learn from Digital Marketing:5.Enhance your communication7.Importance of 140 characters9.Understand whom you are talking to11.Seeing is believing13.Approach in style