Role of senior management in sales transformation

Lots of articles have been written about how CRM, organizational investments, and other areas affect outcome of sales transformation. In our view, senior management plays a vital role in successful sales transformation. They need to get involved in planning, transition, roll out and measurement to ensure sustainable outcomes. Sales transformation offer a window to realign... Continue Reading →

Reshaping businesses with BOTS, AI, RPA and more

In many industries, products and services and the way they are delivered to customers have just not changed in many decades.  Many industries still have cohort or group based pricing, and work in batch mode of manual operations. Companies in many industries still rely on manual process to collect, collate and analyse data. Many companies... Continue Reading →

Priming your Industrial (B2B) sales…..

Industrial or B2B presents unique set of challenges. Vendors may be selling to an intermediary for example an EPC or a contractor who in turn may be executing the project for an end user. While the intermediary may be more concerned with price, speed and availability, end user may focus on quality and performance. Managing... Continue Reading →

Five principles of “scaling up a start-up”

Start-ups are darlings of media and investors at the moment.  While many attract huge valuations and grab headlines, many of them bite dust or fade away.  Hoping you have built a start-up, how well it grows depends upon adopting few fundamental scalability principles. First principle is checking the fundamentals. Validate your product/service is robust, and... Continue Reading →

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