The Digital leadership Blog!
When should I hire an independent consultant?
So, you have decided to hire an independent consultant for your Digital Transformation initiatives. But, you may be thinking: When should I hire an independent consultant? It depends on what you want the consultant to do. To build the foundation for successful...
Do I need to hire an independent consultant?
Enterprise software implementations are complex. The Project Sponsors often ponder this vital question: Do I need to hire an independent consultant? At the start, it looks easy. Internally, your staff shows enthusiasm and courage. Vendors assure you that you are in...
Why not to become a difficult customer?
Vendors often label a few customers as difficult customers. Vendors label them as difficult because they: maybe demanding high standards of service, orchallenge the boundaries of the solution, orthey shout out when vendors do not deliver on their promiseskeep a...
Why do the Salespeople earn a bad name?
You must have heard the following phrases: Hello, this is not a sales call! I am not selling you anything! We are here to give you information only. We are not selling anything. What is wrong with selling? Why do Salespeople earn a bad name? Sales are projected as...
Influence: The Psychology of Persuasion – Its implementation in enterprise software sales!
In the last few posts, we discussed how the Enterprise software Sales team uses different tactics to influence you. These tactics are based on certain core principles. The book (Influence: The Psychology of Persuasion) beautifully covers these principles in detail. It...
Beware, social proof can magically fool you – The deadly game of enterprise software presales!
There is a difference between your ‘need’ and a 'popular thing (or service)'. For example, a Toyota Land Cruiser is a famous four-wheel drive but may not fit your specific needs. It is not wise to buy a car based on its testimonials and popularity. Your selection...
Commitment and consistency trap – The deadly game of enterprise software presales!
When we commit to buying something, we are likely to purchase other related items too. For example, when we buy a mobile phone, there is a high probability of purchasing a phone's accessories and insurance. When we say yes – commit to something, we generally...
The Scarcity trap – The deadly game of enterprise software presales!
Here is a proposal from the Sales team during the Enterprise Software sales meeting: I spoke with Asia Pacific Sales Head; we can offer you a massive 60 percent discount on the software licenses. You will be saving $200K. To save this amount, you must approve the...
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Books & Publications
SP writes extensively on Project Sponsorship, Management, Business Transformation and Change.
A Guide for Project Sponsors
Building A Rock Solid Foundation
This book is for the Project Sponsors and executives. There are practical examples, tips and process that will help sponsors to lead from the front. The book will force you to think from different dimensions. If you implement knowledge, methods and tips, you will experience instant results. You will see the improvement in the order, focus and growth in the morale of the team.
Customer Experience
How to WOW Customer Experience? Skyrocket Pre-Sales!
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