Mukesh Gupta

Building High Performing Sales Teams

Are you under constant pressure to deliver an ever increasing sales targets? Do you want to explore if there is a way that you can build a culture that enables high performing sales teams and guide them to consistently push the limits and deliver quarter...

What can Sales Teams Learn from Performing Arts?

Selling has a lot in common with performing arts than visible at first glance. One of the most important goal of a performing artist is to take their audience on a journey with them, the more immersive the experience, the more successful is the performance.…

An Example of True Customer Centricity – When Banking is No Longer Just About...

Fifth Third Bank and NextJob came together to address a challenge faced by most retail banks – Mortgage defaults. According to the press release from the company, Steven Alonso, executive vice president and head of Fifth Third Bancorp says - "Up to half of mortgage…

Do Your Customers Feel Being Bullied?

Winning in the marketplace comes with a lot of hard work and sustained effort. It is easy to fall into the habit of winning. Though it is a great feeling, one should be very cautious about a few things. This winning habit could make your…

What Do You Do When You Lose a Deal

No matter how good you are, you are bound to lose some deals to your competition. However, all is not lost. As they say, "Losing a battle doesn't mean you shall lose the war". How you respond and act in such a situation can go...

Sales Forecasting

Every sales organization has a sales forecasting process in place. This is usually done in a meeting or on a tele-conference.During this call each sales team talk about how much sales closure do they each expect for the week, month or quarter. This is also...

Customer engagement in a digital era

There have been reports that the overall customer engagement at banks for customers using one of the digital channels like Online banking, mobile banking, etc. One of the most important aspect of customer engagement, is in fact engagement. You need to continuously engage with your…

Innovation or Acquisition

As leaders of an organization, one is always confronted with the need to constantly find avenues of growth to keep their share holders happy. If you are leading one such organization, you are also constantly grappling with the question about where could the next...

Simple but not easy

The solution to most complex problems that you could ever encounter are almost always Simple, but not easy! You want to increase your profits; Solution is to grow your sales and reduce your costs, together. Simple, but not easy. You want to increase your sales;…

What’s the Measure of a Sales Managers Success

One of the most important pillar of building a high performing sales team, is the performance of your sales managers. So, how do you evaluate the performance of a sales manager? If your organization is like most of the sales organizations, the answer is very...

Whats the future of business?

The future of business is real time. What does it take to run a real-time business? In my opinion, if one wants to create a business that is run in real-time, they need to take inspiration from how professional sports teams are run. CEO plays…

What if money were no object ? (Video)

What if money were no object? What would you do with your customers if you thought that money was no object? How would you serve the customer? How would your customer act if money were no object in his/her dealing with you? Some questions to…

Everyone wants to innovate but no one wants to fail

Every organization, small or large is talking about innovation to be developed as a key strength within their organization. Every organization has an innovation program running at some maturity, but nothing really breakthrough comes out of these innovation programs. So, what's wrong? Every organization wants...

Why I consider Marissa Meyers decision a step in the right direction for Yahoo!

There has been enough being said about Marissa Meyer's memo to all Yahoo employees about asking all employees to report to work in office and not work remotely. Most of the media and other leaders in the industry have gone on record saying that this...

Idea for a disruptive biz-model innovation for banks

There is a lot of discussions and activities around the revival of the good old ATM. Some are trying to make these machines more Customer-centric like Wells Fargo. Some are trying to improve the overall user experience of the ATM like Diebold. However, the true…

The changing role of a sales executive

In today's environment, sales executives serve one purpose – to sell your products and services to your prospects and customers. In a B2B environment, we are slowly realizing that the nature of how we sell has and is changing rapidly. We started with selling products...

Lessons in innovation from a retailer

Now let me ask you a very important question. Please think well and through before you answer this: What happens if you are forced to put an expiry date on every product or service that you create? What if you have to take the product…

When someone says “why reinvent the wheel?”

When someone says "Why reinvent the wheel?" , I am tempted to think that the person is trying to maintain the status quo and avoid change, change that is inevitable, change that is better embraced than resisted. I do agree that there could be times...

3 things you can do daily to become a highly successful leader

I have come to believe that the things that matter most in any relationship, this includes your relationship with your direct reports as well, is the small things that you do daily. Here are 3 things that you can start doing today to improve your...

Leading a culture of Innovation

I came across this great video where Kevin & Jackie Freiberg talk about how to lead with a culture of innovation. One thought that stands out for me from this video is one question: What happens if we start a culture of planned obsolescence of…

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