Loyalty Rewards – Buy Or Earn?
Those of us who redeem our loyalty points on gift portals will have inevitably come across a gift or two that was appealing to us but was beyond our reward…
Why Rockstar SDRs Obsess Over Dial Volume
This blog post is about a controversial topic in B2B technology inside sales: Dial Volume. It will not endear me to Inside Sales folks. Nevertheless, since dial volume pushes the revenue…
How Does MY Telco Know That YOU Have Dialed A Wrong Number?
Callers are sometimes unable to reach me because My phone is outside coverage area I've switched off my phone I'm busy The network is congested. Until this recently, whenever this…
Don’t Lose Deals By Belaboring Business Value – Case Study
In Don't Lose Deals By Belaboring Business Value, I'd warned that B2B technology vendors risk losing a deal by belaboring business value all the time. In this post, I'll describe…
Don’t Lose Deals By Belaboring Business Value
"Most B2B buyers only care about the value you bring to their business. They really do not care about your products." When I read this line on LinkedIn, my first…
6 x 3 Rule For Surviving Content Deluge
With so much buzz around Content Marketing, content deluge is the new "information overload". From "helpful" guides to outright sales pitches to several things in between, I get hit by…
Secret Of Survival Of Bank Branches
From personal experience and anecdotal evidence, there's no question that retail banking customers are increasingly moving to digital channels to conduct everyday banking transactions like balance inquiry, statement download, and…
Why Indian Customers Will Flee Abroad Before Indian Startups!
I was introduced to SINE (Society for Innovation and Entrepreneurship), the technology incubator at my alma mater IIT Bombay, when I attended the Silver Jubilee Reunion of my Class of…
Banks Have Nothing To Fear From Neobanks
According to the Economic Times article Brokerages’ Retail Pain Is Banks' Gain, banks have stolen a march over neobanks in the e-brokerage space in India. Cheaper access to funds and…
3 Ways To Find Hidden Pain Areas
There's a growing realization among B2B technology marketers that positioning their products and services around technology is a fool's errand. Even compared to a year or two ago, there's a…