Monthly Archives: August 2013

3 Must Ways To Promote Yourself


Essentials on how to advertise oneself in the management scenario. Three tips are as follows:

1. Create content

Create strong content through social network, reminds people on your strength and expertise.

2.Leverage social proof

Social proof means people look to others to judge the value. Leadership roles require social proof as a ladder for exponential benefit in their career. Eg: if a book has 10000 5 star Amazon reviews, it must be good.

3. Find a wingman

Instead of bragging about you, have someone else bragging for you. Can make a point on mentioning good about each others accomplishments.Bring up conversational topics where partner excels.

We are not always on others radar. Keep creating robust and regular content, mobilize social proof and find a wingman to help spread the word.


<div style=”margin-bottom:5px”> <strong> <a href=”; title=”How to get others to see your potential” target=”_blank”>How to get others to see your potential</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>



4 Best Practices Of Effective Sales Team 2013


Google, blogs and other internet trends have transformed the way people and business purchase products. Much business have outdated sales techniques for prospecting for qualified leads. 60% of the sales peoples time is spend for prospecting, which can be effectively used for sales closing and account management. Its time to rethink the sales strategy within the organization. Here are the four essential areas to focus on to gain efficiency in the business.

  1. Focus on the need

During the sales process, the focus should be on the customer challenges and uncoveing their need. Solution needs to be recommended only when the need is clearly understood by the customer. In order to satisfy customer needs companies have to optimize its resources to proactively answer the solution and find means and ways to support the company. Focus in the core business is the key. Clients don’t want to buy products, they want help. The best way to help them is with the solution & your expertise. Educating the customer is key rather than selling the solution you intend.

  1. Product is well known to the client before sales person strikes him

At present, 70% of the sales cycle would be completed before the sales person’s first meeting with the client. The information on any product and service is readily available in Google and in the era of strong inbound marketing tactics (leads generated through social media, blog and email marketing) companies are well versed with the market knowledge. As outbound sales (meetings, trade shows & business cards) is an expensive proposition,  it is recommended to educate customer through long term inbound marketing to attract them than chasing.

  1. Prospecting is not the responsibility of the sales person

Qualification of the sales leads are outsourced as the internal lead hunting leads sales team with lack of motivation, lack of focus, lack of proper training and support and unclear metrics. Specialize the sales team on closing and account management. If you can’t specialize today, create a plan on how and when you can.

  1. Objective of your customer in mind

Objective of any company should be with the customer to help him to achieve his objective. The resources are to be aligned in such a way that the solution to their issues and objectives are imbibed by the team to offer them the best solution. What we really need is the mindset shift that will make company relevant to customers today.

Competing on Analytics

Competing on Analytics

Competing on analytics is an HBR article written by Thomas H. Davenport and this article has categorised as a must read piece in .

Presentation points on How to compete in analytics scenario.

The case of UPS, Barclays,Capital One,EJ Gallo winery,Harrah’s,Owens & Minor,P&G and Walmart have been incorporated.

The major topics covered:

Analytics as a strategy

Anatomy of an analytic competitor

An enterprise approach to analytics

Analytics competitor (analytics driven companies) as a source of strength which include people, strategy and technology.

The technology strategy uncovers data strategy, business intelligence software and computing hardware.

Every day advances in technology and techniques gives company a better handle on the critical miniature of their operations.

<div style=”margin-bottom:5px”> <strong> <a href=”; title=”Competing on analytics” target=”_blank”>Competing on analytics</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>

Swami Vivekananda – Life event summary


  • 1863 Born
  • 1881 In November Vivekanandamet Sri Ramakrihna (1836-1886), his guru, for the first time
  • 1882-86 Vivekananda was closelyassociated with Sri Ramakrishna
  • 1886 Vivekananda took the vow ofsanyas with his brother disciples onChristmas Eve, sitting around a fire in the compound of Swami Premananda’s house at Antpur, in Hooghly district
  • 1887 Vivekananda foundedRamakrishna Math in May at Baranagore in Kolkota
  • 1888-89 Years of close involvement withthe Math when he and his brothermonks led a life of severe penance and meditation under crushing poverty
  • 1890-93 These were his years as the Wandering Monk. He left the Math in July 1890 and travelled across Indian. During this periodhe acquired an intimate knowledge of the life of the toiling masses.
  • 1892 Vivekananada meditated for three days in December on a rock offKanyakumari. When he came backto the mainland, he had decided totravel to the West to seek help for India’s poor
  • 1893 Sails for the US from Bombay on May 31. Makes his first address at the parliament of religions at the Artinstitute in Chicago on September 11,and his final address on September 27
  • 1894-96Travels extensively in the US andEurope, lecturing and preaching
  • Returns to India via Colombo in January. Calls a meeting of his desciples, both monks and laypersons, in March at Balaram Bose’sHouse in Kolkota and announced the formation of the Ramakrishna Mission
  • 1898 Goes on a pilgrimage in northern India. In June he visits Kashmir with his disciples from the West
  • 1900 Arrives in Paris on August 1 to participate in the congress of the History of Religions. Travels toHungary, Rumania, Serbia, Bulgaria,Constantinople. Onwards to Athensand Cairo. Returns to Belur Math on December 9
  • 1901 Goes on a Pilgrimage in East Bengal and Assam with mother Bhuvaneshwari Devi
  • 1902 Returns in March from Varanasi to Belur math. Passes away at the Math on   July 4

<div style=”margin-bottom:5px”> <strong> <a href=”; title=”Vivekananda” target=”_blank”>Vivekananda</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>

Its all about Appointment Setting


Article describes on What appointment setting is and the recent changes in the sales management. The content highlights are as follows:
1. Process of appointment settings
2. Steps to work along with an appointment setting company
3. Results expected out of an appointment setting campaign
4. Tips to evaluate the vendor
5. Reasons for outsourcing appointment setting
6. Why SME’s try appointment setting for sales closing?
7. Appointment setting strategy
Presentation recommends this as an excellent tool for SME’s for sales closing.

<div style=”margin-bottom:5px”> <strong> <a href=”; title=”Its all about appointment setting” target=”_blank”>Its all about appointment setting</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>

Anatomy of a screenplay

Anatomy of a screenplay

A screenplay or script is a written work by screenplay writers for a film. These screenplays can be original works or adaptations from existing pieces of writing. In them, the movement, actions, expression, and dialogues of the characters are also narrated.

Is there is an underlying formula for screenplay.  I am trying to give a generic frame work on how to go about with the ups and lows of story and how various can be managed to fill up the screenplay.

<div style=”margin-bottom:5px”> <strong> <a href=”; title=”Anatomy of a screenplay” target=”_blank”>Anatomy of a screenplay</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>

Surya Namaskar ( Sun Salutation)

Surya Namaskar ( Sun Salutation)

Surya Namaskara also known in English as Sun Salutation (lit. “salute to the sun”) is a common sequence of asanas. Its origins lie in a worship of Surya, the Hindu solar deity. This sequence of movements and asanas can be practised on varying levels of awareness, ranging from that of physical exercise in various styles, to a complete sadhana which incorporates asana, pranayama, mantra and chakra meditation. It is often the beginning vinyasa within a longer yoga series. Sūrya Namaskāra may also refer to other styles of “Salutations to the Sun”.

<div style=”margin-bottom:5px”> <strong> <a href=”; title=”Surya Namaskar (Sun Salutation)” target=”_blank”>Surya Namaskar (Sun Salutation)</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>

Lead Generation Tools

Lead Generation Tools

Article deals with the inbound and outbound lead generation tools available. Explains 21 ways to grab the leads.  Gives an overview of the whole scenario.

<div style=”margin-bottom:5px”> <strong> <a href=”; title=”Ways for sales lead generation” target=”_blank”>Ways for sales lead generation</a> </strong> from <strong><a href=”; target=”_blank”>Twinkle Sebastian</a></strong> </div>

4 sales tips for uncovering the needs of customer

4 sales tips for uncovering the needs of customer

Best solution wins business. Solution comes though the thorough understanding of the needs and understanding needs should be backed by great questioning. The following tips help sales people to uncover the needs of companies before preparing the presentation.
1.) Create a mood match with the customer
Its interesting to know that the secret of success in any business deals lies in ‘You’ and not in ‘I’ or ‘My’. This makes customer feel that you are thinking about him and his issues, develops positive vibe in the conversation ultimately allow customer to open up more before the sales person. This in turn helps to establish a relationship with the customer.
2.) Where do we find the information about the customer?
The vision, mission, investor relation and press release are the not to miss pages in the website. The industry knowledge and the positioning of the company do matter. Word with the competitors decision makers (if you know any) and dealers help in understanding issues. Probing gatekeeper does add value to the final draft. It is recommended to directly call the decision maker during the appointment fixing to pull out information if required.
3.) How to frame questions?
A question has to be prepared from decision maker personal perspective and link his likes to products. Relevant questions can be framed from the goal, history and lifestyle of the customer. Questioning is the most obvious way to demonstrate our interest in their needs.
4.) Be prepared to listen
Listening is the key as the smallest detail could be the hottest button. Don’t think about your next question while your customer speaks. Size Up your listening skills by listening to the emotions in the story. Talk with the prospect.