Mukesh Gupta

Selling is not about selling anymore

Though everyone around us have been telling us that the we are going through a techtonic shift in how people buy, one does not realize the magnitude of the change until it hits us. So, today, I was talking to one of my friends who...

Best product demo ever

I chanced upon this demo of Sony Xperia Acro smart phone today. This is the best demo of a product that I have seen in a long long time… In my opinion, the following aspects makes this the best demo ever: It is contextual &…

Selling tips from a CIO on how to sell to him (or any other...

Today, I was going through my blog posts and came across a post (http://rmukeshgupta.wordpress.com/2011/05/03/tips-on-how-to-sell-to-a-cio-by-a-cio/) that I had written a long time back. Sometime last year, I attended a sales training workshop where we had invited a very senior CIO (Manish Choksi, Chief of strategy...

Future of customer service in a social world

In the good old days, if we had to contact our bank or for that matter any business, we used to reach out to our phones and give them a call. The call would then be routed to a call center (usually, after about 10-15...

Customer centricity & Chief Customer Officers

In the recent times, we have started to see a lot of organizations pay a lot more attention to their customers and have inducted Chief Customer Officers into their C-Suite. The rationale being that organizations need to be much more customer centric and need...

The lure of large deals

If you are a sales leader, working in the software industry, you would know the importance that any organization places on the deal size. The bigger the deal size, the better it is for you. Right? WRONG! In my experience, really large deals (aka, multi-million…

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