PBTO31: Insights on B2B Selling and Leading a B2B Sales team with Alok Goyal


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Alok GoyalIn this episode, we host Alok Goyal, Partner at Stellaris Venture Partners and until recently, he was the Chief Operating Officer of SAP India Pvt. Ltd., a large global software company’s India subsidiary.

Alok was also a strategy consultant (with McKinsey & Company in India and The McKenna Group in California, USA). Alok did his undergrad in Computer Science from IIT Delhi, a Masters in Computer Sciences from the University of Texas at Austin and an MBA from INSEAD, France.

In this free wheeling conversation, Alok shares a lot of insights on

  • The subtle shift in B2B buyer behaviour
  • How the role of marketing has changed and where marketing plays a lead role and where sales plays a lead role in a selling process.
  • The importance of how Marketing and Sales functions can work better together
  • The use of science, data and intelligence tools that is being used in the sales process.
  • How sales leaders can stay up-to-date and relevant and some of the roles of sales leaders that hasn’t changed over time..
  • The importance of generating a great quality pipeline and using intelligence on the pipe to improve the effectiveness.
  • What can sales leaders do to help their team to be more effective..
  • What are some of the common mistakes that sales leaders do and how to learn from them
  • What goes into creating a culture that helps sales executives flourish
  • How should one look at compensating sales execs..
  • Some trends that he sees in the market as a VC..
  • Leadership in General..

We hope you enjoy this conversation and learn from the insights shared by Alok.

You can connect with Alok on LinkedIn.

Republished with author's permission from original post.

Mukesh Gupta
I currently work for SAP as Customer advocate. In this capacity, I am responsible to ensure that the voice of the customer is being heard and play the bridge between customers and SAP. Prior to joining SAP, I have worked with different organizations serving in different functions like customer service, logistics, production planning & sales, marketing and business development functions. I was also the founder-CEO of a start-up called "Innovative Enterprises". The venture was in the retail & distribution business. I blog at http://rmukeshgupta.com.


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