Official Blog of GTM360 Marketing Solutions
It has become a favorite pastime for a lot of people to predict the disruption of B2B sales. (Ditto banks, telcos, et al.) Take the author of this LinkedIn post entitled Enterprise Sales Has Been Disrupted – Why Sales Pros Should Care for instance. Like disruption talk in many other areas, this is a sureshot … Read more
In Calling BS Of The “Indian Market Is Big Enough For Indian Companies” Myth, we called out the challenges faced by Indian IT companies that restrict themselves to the Indian market. To do a quick recap, they include Low prices Delayed payments Long sales cycles If the Indian market is not big or lucrative enough … Read more
Every now and then, somebody points to the challenges of cracking the overseas markets and claims that the Indian market is big enough for Indian companies. Take the example of this founder of an Indian IT company, who commented as follows on LinkedIn: We (INDIA) can beat anyone in the world with Quality First, Customer … Read more
There are countless theories on what it takes to be a great salesperson. When I began my career in sales back in the day, Harvard Business Review called out Empathy and Ego Drive as the most important qualities of a great salesperson. A few years later, it changed its mantra to “A good salesperson does … Read more
Here’s our latest success story: Corporate Gift Supplier Pivots To Technology Company Digital Transformation Accelerates Sales Cycle And Boosts Ticket Size The customer began its journey as the supplier of corporate gifts to midsize and large companies, who used them to reward their wholesalers, distributors, dealers, retailers, and agents aka “trade” for achieving their quota … Read more
We saw a spate of B2C marketers trying to get into B2B six to eight years ago. At the time, I’d shared my thoughts on how to harness emotions in B2B sales in my blog post titled Role Of Emotion In B2B Sales. Maybe it’s the aftermath of the coronavirus pandemic or whatever but we’re … Read more
If you glance through LinkedIn, you’ll find a lot of people who claim to be big shots at the Amazons, Googles and Microsofts of the world when they’re not. Neither LinkedIn nor the companies named in these fake profiles seem to give a damn about these impersonators. Even I’m guilty of the nonchalant behavior: There … Read more
Deal attribution is a chronic problem in almost all industries. Its direct fallout is the never-ending fights over credit sharing for deals between sales and marketing in B2B industries. Let me illustrate the attribution problem with the following example: You read an advertisement for a product in the newspaper at home. You forget about the … Read more
There are very few topics in B2B sales that are as polarizing as the debate over how much the Internet has changed B2B buying. Some sales people say customers can find their own products and services online, everything has changed, fire B2B sales reps, blah blah blah. Some others say not a single customer has … Read more
A few years ago, I had guided my retainer customers in the digital payments space on how to address imminent threats from identity theft and cyberfraud. More in In #CashlessIndia – Why Putting Cart Before Horse Will Work. Cue to the present day. The media is full of reports on frauds in UPI payments. As … Read more