Consulting engagement - As an output, the leadership team would have a document that would be a blue print for driving sales and marketing initiatives to build a healthy sales funnel and an operational framework for tracking milestones for achieving revenue targets, quarter on quarter, for the entire financial year.

1. Sales enablement
M Baba Sam
ACIES CUSP SERVICES

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M Baba Sam – Brief introduction
• 25 years of diverse Sales, Marketing, Channels & Alliance experience in Indian IT industry.
• Exposure to working with diverse , cross-cultural teams across the world.
• Identified, recruited and developed talent for successful execution of revenue growth initiatives in both Indian and
MNC organizations.
• Awards and recognitions from various IT Industry partner organizations.
• Led teams in Business Development, Product Management, Alliance management, Marketing & Strategy
development functions, to achieve topline and P&L targets.
Business Development. Routes to market, Strategy & planning
in.linkedin.com/in/mbsam
Specialization:
§ Sales & Business development
§ Medium and long range Strategy &
business plans formulation
§ New Product development &
devise GTM plans
§ Organizing, aligning & leading
teams for revenue goals
§ Developing channels & new
routes to market for products and
services
§ Putting Partnerships & Alliances
to work in the enterprise segment
• Education: Bachelor of
Engineering & MBA (Specialization in
Sales & Marketing)

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“SELLFIE”
• WHAT?
• “SELLFIE” is a trademarked sales & business development framework developed based on decades of
professional hands-on experience, peer group feedback and industry best practices that analyses data and
generates potential solutions for meeting quarterly & yearly sales targets.
• As an output, the leadership team would have a document that would be a blue print for driving sales and
marketing initiatives to build a healthy sales funnel and an operational framework for tracking milestones for
achieving revenue targets, quarter on quarter, for the entire financial year.
• WHO?
• Ideal candidates for “SELLFIE” would be organizations that have crossed the Seed/ Pre-Series A stage and
are aspiring to take the company to the next stage of revenue growth & scale operations
• Founders of the organization, as sponsors, and the entire sales leadership team should attend the workshop
• HOW?
• “SELLFIE” would be delivered in the form of a structured 1.5 days workshop.
• Half a day of one on one interviews with the sales leadership and the executive management team for
collecting data as preparation
• 1 full day workshop with the entire leadership team. Adopt a coaching methodology to probe, identify
challenges, generate possible solutions and cast the blue print for executing on the initiatives.
• WHERE?
• Ideally in an environment where the participants, leadership teams, are not interrupted by the day to day
operational aspects of the organization.
An analytical framework as a potential intervention to unclog revenue streams
Few of the symptoms:
§ Revenue not scaling beyond the
first set of “early adopter”
customers
§ Long tail of interested prospects
but few progressing to contracting
stage
§ Unable to forecast a clear revenue
number for the quarter
§ Too many “free” POC and demo
requests
§ GP% dropping QoQ
§ Sagging sales employees morale

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“SELLFIE”
• Its based on coaching methodology
• Premise : Stakeholders have deep domain, market and business knowledge
• Answers to pain points are found by the stakeholders, through facilitation
• The format is a combination of interviews, discussions and an interactive workshop
• “SELLFIE” has the following modules
• Sales targets
• Effectiveness
• Learning
• Levers of Success
• Funnel management
• Initiatives
• Execution
• The focus is on “looking forward and moving forward” – rather than being in a “review” mode of the past events
• Its not short term focused
• Its not a “one size fit all” solution
Is a process intervention
What it is ?
What it is not?

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WISH TO DISCUSS FURTHER ?
• mbsam2001@gmail.com
• +91. 9845222811
• Skype – baba.sam7
• in.linkedin.com/in/mbsam