• 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 UnderstandingKey Steps :

Obtain a detailed understanding of product portfolio and business capability.

Understand build up of new products.

Determine existing initiatives technical marketers’ sales.

Articulate management perspective on existing business strengths and weakness in view of overall business objectives.

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 growth opportunity 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.

II.

• Outline overall strategic objective and long range plan.

• Vision.

• Application , products and customer right.

• Revenue , profitability.

Examination of Industry structure and Key segments

• 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.

IV.

Prepare a strategy map which will lead to :

- 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 Competition Growth drivers/inhibiters Demand/supply gap

Profitability , 5 Entry Barriers

Filtration Criteria to Identify Targets Key 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

Lead by Example

Mentor / Coach

VisionTeam work

Inspire

Motivate

•Breakthrough performance - Opportunity•Assumption ………………………. Reality•Challenge the Changes•Higher level of performance•Tools, Strategy, Action Plan

SELF PRESERVATION Insecurity Fears Urgency / Relationship

HOW TO STRATEGIZE

Take Away:•Evaluating the External business environment•Identifying competition forces that drive industry structure•Forecasting Industry evaluation

Knowing your Competitors:•Recognizing your current / future competitors•Analyzing competition, goals, assumptions, capabilities & strategy•Predicting the behavior of your competitors

Positioning your Company to Compete:•Identifying sources of value and competitive advantage•Choosing the best competitive strategy for your industry•Developing the right strategic partnership

Aligning 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 strategy

Ensuring 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 goals

BUSINESS BREAK-THROUGH PROGRAMME•Market Place – Internally•What do you think?•Level of achievement

BREAK 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 Appropriate marketing / Distribution channels

•Articulate strategic vision•Assess market landscape to determine bottlenecks•Identify appropriate channels for marketing/distribution route to market

II.Potentially target profiting and support for Alliance negotiation

•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 serious alliance 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 partners

Gain Insight into existing businessSales trendsResource & distribution channelsEnd user focusMarketing & promotion strategy

Strategic 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 steps

Examination 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 behavior

Key Product SegmentsCompetitive positioningGeographical presenceEnd customer segmentsRevenueFuture diversification plans

Business Performance ManagementBusiness IntelligenceSales Management ………………

•Job description•Compensation & incentives•Recruiting•Hiring•Training•Sales Leads•Performance Goals•Selling skills•Account Management•Account Development•Performance monitoring•Performance development•Termination•Account Transition

HOW TO LEVERAGE LINKEDIN TO GENERAL SALES

Converting event

attendees into sales

opportunity

Creating &Promoting events

Engaging in group discussio

n

Creating a linked in group

Establising as a

thought leader Developin

g sales strategy

Adding connectio

n

Following prospect

s

Positioning update

Joining group

Adding applicatio

n

Developing your profile

Lead GenerationRoad map

Stage III Stage II Stage I

START-UP TIMINGS

Market DefinitionProduct developmentIdentifying partnersFinding / funding (staging)Locking in Intellectual propertyFinding advisorsCreating a business plan

ADVANCE CUSTOMER SERVICE QUALITY

We deliver--> Inventory IntegrityShorter lead time Increased productivity Greater responsiveness Fast & Reliable start-upsFlexibility to meet growing volumesRecruitment, training and motivation of

workforcesTransfer of Industry best practices from

other sectors & regionsRock solid record keepingTransaction IntegrityTransaction history record keepingComprehensive menu of standard reports

CUSTOMISING DEDICATED FACILITY

OPTIMISING PERFORMANCE OF YOUR EXISTING ASSETS

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 performance

PROFITABILITY IN TOUGH TIMES

Be 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 WELL

Change 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 empathy

CUSTOMER SERVICE BACK-UP

Be accessibleBe courteousAct nowBe helpfulGo the extra mileListen when your customer complaints

ARE 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’s

Devise, 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 PEOPLE

Why 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 attitude How to prevent complacencyHow to uncover the untapped value in your sales people

10LEADERSHIP QUALITIES

•A positive attitude•Creativity•Intelligence / Emotional Intelligence•A futuristic vision & practical ideas•Ability to stimulate, inspire, energize and motivate followers•Initiatice & finish – flexibility•Freedom / courage to break from convention•Strength in adversity : Mental toughness towards perseverance•Reliability & Integrity : Willing to take responsibility•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 CAN NOT

WILL GOOD EMPLOYEE TRAINEE

WILL NOT INSPIRE, MOTIVATE

BURDEN, LOST

CAN - ABILITY WILL - ATTITUDE

A ACTIONB BELIEFC CONSISTENCY

UNPACKING THE NEW MODEL

Make 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-Management

ADVANTAGES

•Lower cost (Higher salary to everyone)•More collegiability (No politics)•Greater Initiative (Proactive)•Higher Loyalty ( (Employees do not leave)•Deeper Expertise (Developing your own skill)•Better decisions (Faster decision)•Increased flexibility (coming together)

DISADVANTAGES

•Tougher adjustment•Longer induction•Accountability challenges•Growth issues

POSITIVE MIND CREATES

Productivity

Creativity

Engagement

Happiness 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 PLAN

To 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 into realityTo 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 strategies

WHAT COULD AFFECT CHANGE IN YOUR BUSINESS PLAN

Market 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 line and be open to changing to meet market interestLet customers shape the product & messageFiguring out the right marketing strategy

5 SALES TIPS

ConfidenceFocus on the clientTarget the right clientNetworkDelivery on promise

INNOVATION Get idea implementedINVESTORS Create New ………………ENTERPRENEUR Create people wealthier

HOW TO KEEP THEM GOING What 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, money

SIX 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 LEADER

1.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 own skills, gifts, perspective, show them that you see this and you appreciate what they do well.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 accountability meeting

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 well

ARE 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 necessary

SIX WAYS – Which can support, encourage, tap into employee creativity

Create an environment to new thinkingEmploy a process of development for new ideasEncourage communicationHave a neutral facilitationSupport employee engagementFollow through must be assured

SIX 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 you

What will enable you to get the most of our relationship

In an ideal world, what sort of relationship do you hope we will be able to create

What else do you think we need in order to create a successful relationship

What are some of your personal and professional values (education, hard work, courage, fairness, loyalty, integrity etc) How much these affect our working relationship

What are some of your strengths, what are some of mine

5 common networking errors:

1.Leading with your need

2.Relying exclusively on online social network

3.Overlooking the people you come across every day

4.Defining your talents & interests too narrowly

NO TIME MARKETING

Understand marketing principle

Create a message that attracts profitable leads

Ensure you have the right marketing information and materials

Have meaningful filters to quickly access future marketing opportunity

Generate quality leads

EFFECTIVE SALES CHANNEL MANAGEMENT

SALES CHANNEL

Sales ForceTelemarketingDirect MailDistributorsBrokersPartnersSeminarsTrade showsSocial media

SALES CHANNEL STRATEGY

One size does not fit allRight choiceSuccess or demise in the market place

SALES PERFORMANCE MANAGEMENT

Goal settingOngoing feedbackPerformance diagnosticsSkills developmentPerformance review

OBJECTIVE OF

Describe the major changes taking place in selling and the forces causing these changesDefine Sales managementDescribe the sales management processDiscuss competencies required to be a successful manager

Products Prices Promotion Distribution

Marketing Mix

Advertising Public Relation Personal Selling Sales promotion Internet

MotivatingCompensatingDesigning Evaluating –Performances

PlanningBudgetingRecruiting/SelectingTraining

SALES MANAGEMENT

•Globalization of markets

•Shorter Product cycle

•Building market boundaries

COMPETITION

CUSTOMER

•Rising Expectations

•Increasing Power

•Fewer SuppliersSelling Process

Relationship selling-Sales Team-Inside Selling-Productivity metrics

Transactional Selling Module Relationship selling module

Emphasis on Sales Skills Emphasis on general mgt skills

Responsive to customer needs Proactive innovation / Opportunity identification & Offers

Good products, price and Service Value based offers, Organizational enablers

Narrow customer focus Broadened to customers

Differentiation through product Differentiation through people

Sales / Revenue Focus Profit management focus, share of customers

Traditional Customer Relationship Trusted business – Advisor & partner

SALES PRODUCTIVITY METRICS

Amount of time necessary to complete the sale

Gross margins associated with the sale

Level of pricing discounting

Amount of promotional support

Impact of future product sales

PEOPLE DEVELOPMENT

50% Personal Development

30% Sales & Product Leadership

10% Compliance

10% Administration

Technology Competency

Global perspective competency

Sales Management Effectiveness

Team building competency

Coaching competency

Self Management competency

Strategic action competency

SALES MANAGEMENT COMPETENCIES

STRATEGIC ACTION COMPETENCY

Understanding the IndustryUnderstanding the OrganizationTaking strategic Action

TEAM BUILDING COMPETENCY

Designing teams properlyCreating a support environmentManaging team Dynamics appropriately

COACHING COMPETENCY

Providing feedbackRole modelingTrust building

TECHNOLOGY COMPETENCY

Understanding new technologyImplementing sales force automationCRM program me

CAREER 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 strategy

Implement Ask for Referrals Track Results Tactics

Methodical Sales Process

Support Operation Deliver / Implement

oAccount / Territory ManagementoSales Operating supportoHuman Resource ManagementoQuality AssuranceoProcess Management & Metrics

Identify opportunitytunity

Conduct discovery

Gain attention

Establish interest

Close Deal

Develop Relationship

Sales Operation Sales Support Customer Satisfaction

Pg:77

Sales OperationSALES PROCESS Customer Satisfaction

Sales Support

Finding Right ProspectsImproving B2B sales performance

Received enough qualified Opportunity

Pg. 78

SALES PROCESS

1.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. 79

Improving your business•New opportunities•New process

How 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. 80

3 tips to Profitable Prospect

•Post wanted Poster on my …………..•Send E-mails to other agencies•Investigation•Preparation•Execution

Modus 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 profile

Look at their web sites

Search LinkedIn

Pg.81

PREPARATION:

Even if I have a referral I begin by calling the sales peopleDo they have a problem Have they done anything to address – if so, what they have doneAre there consequences if they do nothing

SPECIALITIES:Strong Organizational …………………………

Visions, Execution, Stakeholders, Relationship, Sales marketing, Advertising, Purchase, People Development, Change Management, Finance & HR skills, Strong Experience in Technical collaboration & Acquisition

GREAT TEAMS ARE BUILT WITHCommon GoalGood communicationOrganizationSupport & GuidanceMutual RespectAdaptability

Pg. 84

THE GREAT SALES PEOPLE PART I

1. Know the product2. Know the company3. Know the customer4. Go viral – spread your relationship across functions5. Go viral – with your customer organization6. Love politics within your company7. Respect competition8. Integrity selling – Sell only if it is solving a problem9. Make it your problem to solve the problem10. Do not compromise (even it is costs your job)11. Work within a set of values12. Create your own brand13. Act as an ‘Orchestra – conductor’14. Constantly add value to the customer beyond your organization product or

services15. Every sale is not your business16. Understand the idea of a good loss17. Develop a mindset that those who say price issue, price haven’t

understood you yet18. No will always be a starting position, job starts now19. 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 have21. Be an equal opposite a customer, a vendor, a leader anyone. You are no

lesser human being. Practice partnership obsessively22. 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 you can answer yes every evening.25. Keep your bloody power point slides simple & minimal

PART-II

26.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 better and 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 the competition, the clients, the colleagues, the leaders, out read the outdo. work 100% 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 this

PART-III 51.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’

75. A final check list:

a. I have done homework about the companyb. I have done homework on the person I am meeting withc. I’m prepared with questions of engagement about themd. I am prepared with ideas in their favorse. I am relaxed than formalf. I am confident, not cockyg. I am more friendly than professionalh. I give signed books not brochuresi. I do not start until I have established a rapport and found common groundj. I listen more and talk lessk. I walk into sales call with ideas and questions not a pitchl. I look for pleasure not for their painm. I don’t talk about what …………………. Talk about how they win.n. I ask for & get their bucket listo. Discover my customer reason and motive for buyingp. I do not make presentation from my laptopq. If I …………………………..r. I make my own slidess. I often clarify a statement with a question, before I answert. I discuss money openlyu. I use testimonials to prove pointsv. I am more patient than anxiousw. When I hear a buying signal, I ask for and confirm the salesx. I do not leave without asking for the sales or for making the next step

Pg.92

FIFTH …………………•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 possibilities

BENEFIT

•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 skills

REALITY + IDEA = POSSIBILITY

Pg. 94

FOUR TRAPS THAT EFFECT KILLING WORK

Rank programs as the most important motivation. You can do better

TRAP I - Mediocrity Signals

TRAP 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 - VACCUUM

AVOIDING THE TRAPS

Innovating 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

IncentiveRecognitionClear goalsInterpersonal supportProgress

Pg. 117

10 Simple Rules for becoming a Billionaire

Grow 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. 118

Fast & 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 & external

Pg. 172R – E - S – P – E – C – T spells long term success

Seven Fundamental desires:

oRecognitionoExciting workoSecurity of EmploymentoPay that’s competitionoConditions at work that are physically & socially comfortableoTruth and transparency from their leaders

Pg. 171

Converting 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 / acquisition

Advisory Role:

Preparation of project plan & definition of responsibilityProject managementOrganization creationProcess development & trainingManagement of third party agencyHR management trainingMonitoring the status / timing the proposition and process

Benefits we offer:

Integrated approach / Inter linkageLearning various implementationResponsibility of project co-ordinationSubject matters experts for various modulesOutside in-view

Pg. 177

Consumer Contact Strategy•Collect•Customer data•Direct mail•End to End campaign Management•Sourcing & vendor Management campaign•Creation design for mailers•Best in class Algorithms•Partnering

STORE PLANNING:

•Macro space allocation•Trial & control store selection•Core strategy

LOYALTY STRATEGY:

•Loyalty program me•Customer centricity•Customer behavior•Media Management•Events•Media Campaign•Social – Media clients•Digital marketing

Pg. 178

Customer Segmentation

•Measure customer loyalty•Measure customer behavior

Supplier Partnership

•Launch strategy•Growth strategy•Brand positioning•Market prediction

Pricing & Promotion

•Pricing•Promotional Evaluation / optimization

Pg. 179

IDEAL LEADER

1.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. 209

Three Key Competency to build Organization Competitive Advantage.

1.Information Management

2.Analytical skills and tools

3.Data oriented culture

Pg. 210

WHY 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. 212

Teaching 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

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12 Triggers of Persuasion

1. 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 claims

I.WHAT TO DO AND SAY:

•Dress similar to the person you want to identify with•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 INTENT

III. 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 works

IV. 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 expert

V. 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 goal

X. 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 claims

XI. 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’

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Customer driven marketing strategy for profitable growth:

•Which customer will provide the best value to the organization•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

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Strategic thinking & leadership for growth

•Growth begins with strategy – select opportunity, alliances, internal resources to achieve them

•More strategy from concept into reality, develop teams, drive change, remain 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

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SUCCESS BY FOLLOWING ON USERS

1.Get feedback

2.Be accessible

3.Show tangible value

4.Build trust by protecting user data

New Year Resolution:

1.Break-free from your focus on short term

2.FOCUS on leading, not managing

3.Look at and DO, communicate in a new way.

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FOUR FORCES IN TODAY’S WORLD:

1.Creation is amplified2.Rich allows us to do what we want3.Marketing is far more efficient4.We are better connected.

FIVE FUTURISTIC BUSINESS OPPORTUNITIES:

1.……………… health2.Cashless shopping3.See – Do4.Trade in5.Simple Sourcing

MANAGEMENT:

1.Prioritize benefits2.Keep your office door open3.Recognize the value of mistakes4.Engage …………….

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SEVEN ways to Regain your Productivity:

1.Limit interruptions2.Do less Not more3.Focus on tasks not time4.Act thoughtfully5.Take small steps, not giant leaps6.Use social media with a purpose7.Merge personal & professional life (??)

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1.Connect people based on their interest2.Create taste by integrating fans / customer3.Allow sellers to get their products to people who are interested in them.4.MIX social date with your own date about customer interest5.Customers can see automated recos based on table graph data6.2012 Social commerce providers will provide buying tips

SIX KEY TRENDS – for business in 2012

1.Customers look for fairness, before they trust your business2.Make sure the images in your advt / mktng are enough to fit in today’s ‘reality. 3.Keeping ahead of the curve is one way to give your business an edge

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1.Evolving rile of your people2.Provide satisfying experience that is affordable3.Demand for daily deals with customer loyalty program me.4.Mobile technology get practical

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Before you ACT ListenBefore you REACT ThinkBefore you SPEAK HearBefore you CRITISIZE WaitBefore you PUNISH ForgiveBefore you QUIT TRY

The “D” Word

Debt, Default, Downgrade, Depression, Demonstration, Death, Disaster & Destruction.

The “C” WordCareful, Connect, Concern, Collaboration, Cooperative & Courageous

Power of people: Believe in the triumph of Optimism, ingenuity of humanity, standing ovation.

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Career Profile

1.Top 3 ‘Field of work’2.16 career personality you are best suited for3.6 dominant career abilities4.3 dominant career intelligence5.6 key skills ‘Knowledge areas’

……………………. Key skills.

•Has a good head for number•Thrives in a commercial environment•Pass on skill & knowledge to others•Ability Mathematical, Commercial, Caring & serving, Teaching & coaching, Verbal language & Protectivity.•KNOWLEDGE – USER•KNOWLEDGE – PROVIDER•KNOWLEDGE – CREATOR

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Brand Equity:

1.Know your rights2.Be clear about your objectives3.Be at your best4.Be a continuous learner5.Seek employment & work in the right place

Need a Career Overhaul

1.What is my purpose ?2.What are my career abilities3.What skills do I have that are transferable to a new job?4.What should I be looking for in a new career?

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BUILD 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 in place.

(3) How do I make my workplace betterSoft skills, communicate, change, leadership .. different concrete methodology philosophy demonstrate testimonial

(4) Why am I in demand ?Value market price demand for your service different areas of experience

(5) Why should you hire me ?Motivate, market place, organization, sales pitch

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DO’s of Working with Media

a.Being confident, not cohesiveb.Check if it’s a good time to talkc.Being friendly not fawningd.Be well equipped with your knowledge & have a crisp pitch readye.Explain technical points in simple languagef.Be measured and calmg.Handle irate or unfriendly journalist with an even calmer toneh.Count to a hundred in your headi.Follow up your conversation with a mailj.Do suggest and check when its convenient to meetk.Remember!! it works only if the journalist feels it, give them a viable & readymade outline that their editor will buyl.Smart positioning as well as creatively adding some bits.

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The Don'ts of Interacting with Media

1.Don’t be nervous2.Don’t rush through your pitch3.Don’t be too familiar, thinking you are friends, you may get rebuffed4.Don’t call the same person too often5.Don’t call on the slightest reason6.Don’t call editors & pitch releases7.Don’t promise what you are not sure of delivering8.Avoid using language that is overtly lucrative9.Don’t say you ‘ll just take a minute & go on for ever10.Don’t assume that the journalist’s will know you11.I will get back to you – but don’t get back12.In case you are working on a crisis situation, don’t hide the problem the media will never trust you again13.Attaching the competition14.Falsifying facts15.Not building relationship16.Ignoring local media

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BUILDING BRANDS:

Customer Progression :

Customer needs & wants

Customer satisfaction

Customer Loyalty

Long term profitability

Repeat business

BRANDS HAVE 3 MEANINGS

RATIONAL 

      EXPERIMENTAL EMOTIONAL

BRAND

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Criteria 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 premium 4. What else can I offer? 5.What product has demand?

PRODUCT BRAND NAME BRAND POWER BRAND

Brand Name – IdentificationBrand – Assurance of QualityPower Brand – A symbol of prideBrand – A device to gain loyaltyChallenges to brand builders ….“CAN NOT NEGLECT ANY SEGMENT”

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Brand Building Pentagon – 5 Steps

1. 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 difference

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Brand Situation AnalysisTargeting future positionTesting new offersPlanning & Evaluating performance

3 Waves of Branding:

Master Brand Prestige Brand Global Brand

Identify & Establish brand position & value

Plan & implement brand marketing programme

Measure & interpret brand performance

Grow & sustain brand equity

2.3 – Strategic Brand Management Process

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2.4 – 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’

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2.5 – Brand Program me (9 steps)

1.Why does this brand need to exist ? What would the consumer miss ?2.………… & point – From where does the brand speak?3.Vision – Product category4.Values – Brands core value5.Mission – How do you want to change peoples lives6.Territory – Brand legitimate in achieving this mission7.Anchoring act or product – Act / products / Value8.Brand Style & Language9.Brands imaginary client – Not the target buyer, but the reflected buyer.

2.6 – Brand Building issues

a.- Can commodity like ………………….. become a brandb.- What should brand stand forc.- What should be its ……………………. offer

I. Brand Appraisal

Brand Execution: ProductPricePromotionPlacePackagingServiceP & L

V. Brand Expansion

IV. Brand Measurementnt

II. Brand Definition

III. Brand Articulation

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2.7 – Brand Building Pentagon

Unbranded Goods:

Brand as ReferenceBrand as PersonalityBrand as IconBrand as CompanyBrand as Policy

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BRAND ANALYSIS

Macro socio-economic analysis Market Analysis

BRAND APPRAISAL

Consumer Analysis Competency Analysis Competition Analysis

CONSUMER ALALYSIS:

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Six Technology Trends

1.Content based services – where you are what you are & will drive the next wave of digital service2.Conveying data architecture – Turning data into new streams of value3.Social driven IT – Digital marketing4.…………………. Enabled agility5.Cost cutting to business innovation6.Orchestrated analytical security

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Naresh is a trend marketing visionary, celebrated key-note speaker and a leader of huge ideas and experiences around the globe. He has the uncanny ability to help brands & business be more relevant , innovative and profitable.Audiences can’t stop talking about his presentations. He really makes others look good. He is dynamic, inspirational and thought provoking. He has the remarkable ability to distill trends to their essence and articulate them in a way we can all benefit from.

NITCO paints selected Naresh to be the expert spokesperson to reach out to their client.

KANSAI Nerolac ask Naresh to help them understand the global changes as well as processes in the relevant segment

Sherwin William – Selected Naresh to land their stores in IndiaMukesh Ambani - ………………………… Naresh for giving the right paint for their …………………………….

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5 P’s of an Effective Presentation

1.Purpose2.Preparation3.Practice4.Personality5.Presence / Passion

Part of Presentation:

A – AttentionI – InterestD - DesireA - Action Seven ‘C’s of Success

1.Clarity: Who you are ? What you believe in? What u want ?2.Competence : You can not climb to the next, unless you are good at what you do now3.Constraints : 80% from within4.Concentration : To ……………….. one thing single mindedly5.Creativity : Needs to be exercised like a muscle6.Courage : Willingness to do things you know are right7.Continuous Learning : 30 minutes a day reading

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a)Create a thoughtful profileb)Build your networkc)Join targeted industry + Professional groupd)Join your school group on LinkedIne)Search Linked in jobsf)Search for connections at targeted co’s.g)Make the right askh)Let people know you are lookingi)Showcase your expertise through LinkedIn

Effective Sales Assessment:

a)Complacencyb)Excusesc)Chased)Will not discuss Budget / Moneye)Reduce Pricef)Lack of commitmentg)Failure to dissolve objectionsh)Getting to actual decision makersi)Continue to chase poor prospects

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a.Will not challenge clients excusesb.Poor closing skillsc.Ineffective cold callsd.Un-comfortable calling top executivese.Selling cycle too longf.Accepts everything the prospect saysg.Refuses to establish mutual agreementsh.Has difficulty taking controli.Goal setting – No clear documented goalj.Difficulty getting qualified appointmentsk.Fear of rejectionl.Negative Prospects – Can not convert them into buying customersm.Doesn’t understand buying motivationn.No sales systemo.No tracking systemp.Doesn’t understand peopleq.Getting referralsr.Turnover of staffs.Lack of direction

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Conflict

1.Confidently respond to anger in others2.Manage & understand personal anger3.Reorganize and deal with someone challenging a value such as Fairness & Integrity4.Deal with a person who sees the facts differently5.How to manage conflict

Topics

1.Identifying poor responses to anger2.Learning how to calm an angry person3.Controlling your anger4.Handling challenges to values5.Resolving differences in facts6.Managing conflict in a third party role

Customer Service

1.Build trust and encourage repeat business2.Increase customer satisfaction3.Determine what customers really want4.Learn how to meet the needs of customer5.Deal with dissatisfied customers6.Adopt a professionally friendly perspective throughout conversations

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•Work towards positive outcomes•Create rapport with any customer

Topics

•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

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Coaching:

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 /……………….. employees

Coaching 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

Supply Chain Marketing

Sales potential

Digital

Software HR

Training

Remuneration

TRAINING: Customizable, Reproducible & Affordable

CoachingConflictCustomer ServiceFacilitation skillsInterviewingLeadershipListeningMentoringPresentation SkillsTeam Work

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1.Market factors2.Technology Factors3.Regulatory concerns4.Macroeconomic factors5.People skills6.Globalization7.Socio Economic factors8.Environmental issue

Metrics, Brand Measurements, Sales ………………………………..

B2C CRM ModuleVoice of Customer insightCross C X O Collaboration

Where Next ? Key Areas of Improvement.

1.Understand & Deliver value to empowered customers2.Create lasting relationship3.Measure marketing contribution

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Paint Industry Web Banner

Target Audience Web based presentation

Adapt Existing branch material Search Engine optimization

Comp. site design reference Link Exchange

Colors aspiration E-mail ………………….Pay per ………………Viral marketing

5 KEY AREAS / CHALLENGES:

•Explosion of social media•Date explosion•Shifting consumer demographics•Growth of channels and devices•ROI Accountability

Stretched to Strengthened

Market Technology

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Lessons to learn from Digital Marketing:

1.Enhance your communication

2.Importance of 140 characters

3.Understand whom you are talking to

4.Seeing is believing

5.Approach in style