Declining Car Sales : An Evolutionary Motives Perspective

The Finance minister recently attributed the decline in car sales to increased preference and usage of cabs such as uber and ola among the Millenials. The trolls got busy to the extent of ridiculing the statement, a reflection of social mob behavior. This was followed by a remark of Mr.R.C.Bhargava, an automotive expert, which suggested … Continue reading Declining Car Sales : An Evolutionary Motives Perspective

Managing Your Sales Funnel: The Sales Manager-Salesperson Dyadic Perspective

In recent years, the importance of sales funnel management in brick and mortar, online business and hybrid business models is increasingly driven by the advances in CRM capabilities of the firms. Newer models to manage the funnel, newer analytics to power its efficiency and stronger emphasis especially on web-based business models have added multiple layers … Continue reading Managing Your Sales Funnel: The Sales Manager-Salesperson Dyadic Perspective

Wear the badge of a Salesperson with pride

Last few days of 2017 and first few days of 2018 gave me few memorable experiences; sweet and sour. Let’s get over with the sour thing first. I was booked on a Indigo flight on 31st Dec and I was looking forward to being with my family in Delhi, however owing to bad weather the … Continue reading Wear the badge of a Salesperson with pride

The Consumption behavior of Politics Consumers: View Through the Marketing Lens

Post Gujrat elections, rims of newsprint, hours of primetime news and thousands of pages of social media are abuzz with multiple views on the winners and losers of the elections. Despite different undertones of the opinions colored by political affiliations, identity inclinations and EVM scare, there exists a common underlying theme; the real winner of … Continue reading The Consumption behavior of Politics Consumers: View Through the Marketing Lens

Driving SMEs growth through marketing analytics:An illustration

The advent of technology and its application to make industries more efficient and profitable is an integral strategic component of the overall industrial growth plan globally. Technology has helped organizations leverage their strengths and achieve scale and growth. The poultry industry has transformed itself through the infusion of technology that has resulted in new products, … Continue reading Driving SMEs growth through marketing analytics:An illustration

Internship to PPO conversion: Is there a winning formula?

I teach courses on B2B marketing, research methods, marketing analytics, and sales management. Most of the students walk into my office to seek advice on issues related to their course work. Sometimes, they have different questions as well, like the one I faced a week ago; What should I do to convert my internship into … Continue reading Internship to PPO conversion: Is there a winning formula?

Flat Sales Organization on Your Mind? Consider Self-leadership Training

Leadership for the sales team is considered to be a strong predictor of sales force effectiveness. Measured in terms of objective performance, relationship performance and customer performance, sales force effectiveness is a key indicator for firm’s long-term financial performance. And, for most of the firms, the responsibility rests with the sales managers who are mandated … Continue reading Flat Sales Organization on Your Mind? Consider Self-leadership Training

Managing the Residual Impact of Marketing

Marketing is about meeting customer needs profitably by engaging in exchange transactions. In a way, marketing can be viewed as a sales outreach by organizations to various members of the consumption community or customer segments and therefore it extends to the larger society. The exchange which occurs through the marketing process impacts the transacting parties … Continue reading Managing the Residual Impact of Marketing

Managing Change Through Effective Self-Leadership

While the rapid changes are the reality of all the domains of the business world, in no other function it is more palpable than in Sales. The sales force, therefore, is always charged with not only the responsibilities for current growth but also with the mapping out of future upcoming trends in business. Logically, the onus squarely … Continue reading Managing Change Through Effective Self-Leadership

Audience Engagement Score: Towards a Sustainable Metric

  With the emergence of technology aided decision making in marketing, information on your customers has taken the centre stage as a key input for effective customer engagement. The customers are interacting with the marketers on multiple platforms – offline as well as online and these interactions leave a trail of data that marketers are … Continue reading Audience Engagement Score: Towards a Sustainable Metric