This proposal outlines the creation of a Centre of Sales and Marketing Excellence (CoSME) to address high startup failure rates due to a lack of understanding of sales and marketing. The CoSME course would cover the entire sales process over 90 hours, including marketing, demonstrating capabilities, proposing, and closing. It would also cover essential topics like developing passion, building competency, and meaningful innovation. The course aims to increase productivity, improve persuasion skills, reduce failure rates, and provide clarity for entrepreneurs and professionals. It would be taught by Diwakar Singh.

1. THE PROPOSAL FOR Centre of Sales and Marketing Excellence
(CoSME)
INTRODUCTION:
This proposal is based on the study focused on the context, that, the current outcome of 92%
startup failure ratio and SMB entrepreneurs’ challenges are majorly because of non-
understanding of the core value of sales and marketing as a science. When we deeply
investigated, we found that entrepreneurs’ technology-will-do-all attitude, lack of inspiration,
Meaningful Creativity initiatives and lack of Passion to look beyond the technology has been the
result of short comings has developed a second-hand perspective towards sales and marketing
learnings.
The “concept of Push My Idea” gives motivation that, allows the transformation of creative ideas
into creative products. To address this, we have come out with the very missing connectivity and
critical part of current eco system’s focus and which is the key driver for the entrepreneurial or
professional success.
The Course from CoSME is designed to covers overall aspects of Sales Cycle for “Push My Idea”
Push Your Idea
The Course covers entire Sales Process including addressing required skill to run overall sales
process. The Sales Process covering four major elements 1) Marketing 2) Demonstrating
Capabilities 3) Proposing and 4) Closing

2. Marketing Duration: 18 Hours
1) Introduction to Marketing
2) The Changing Face of Marketing
3) Market Research
4) Using CRM/ERP tools
5) The importance of active listening
6) Define Qualifying Criteria
7) Meet Qualifying Criteria
8) Advertising and Branding
9) Prospect Persona- Pre-Analysis
Qualifying Duration- 18 Hours
1) Access account potential
2) Plan Account
3) Engage Prospect
4) Conduct Foundation Presentation
5) Demonstrating Capabilities
6) Spin Selling (Questioning Techniques)
7) Outlining Unique Selling Proposition
8) Identify Opportunities
9) Follow up

3. Proposing Duration- 18 Hours
1) Account Mapping
2) Competition Analysis
3) Addressing Objections
4) Prospect Persona Mapping
5) Analyzing resources
6) Presenting Recommendations
7) Developing Proposal
8) Contract Negotiations
9) Closing Techniques
Delivering Duration-18 Hours
1) Agreeing and Implementing Service
2) Billing Customer
3) Managing Account
4) Elevate Suitable Delivery Model
5) Payment Receivables
6) Cross Selling
7) Developing Account Business Plan
8) Conduct Account Review
9) Becoming a Partner not a Vendor

4. The other essential topics Duration- 18 Hours
1) Identifying and Developing Passion
2) Building Competency
3) Managing Business Communication
4) Meaningful Innovations
5) Practical Intelligence
6) Situational Intelligence
7) Ideation
8) Personal Branding
9) Digital Marketing
Who Will Benefit from The Course?
1) Students
2) Entrepreneurs
3) Startup Founders
4) Aspiring Entrepreneurs
Take Away’s
1. Increased productivity
2. Improved Persuasion Skills
3. Reduces failure ratio
4. Enhances Meaningful Innovation
5. Clarity in Entrepreneurial and Professional Challenges
Faculty and Trainer
Diwakar Singh-Global Sales Consultant
LinkedIn: https://www.linkedin.com/in/diwakarsingh9/