Home > Ideas > Cover All Bases!
  1. vijay Gargipati
    January 31, 2012 at 1:29 pm

    Good one…very important for all Sales professionals to understand this

    • JayadevM
      January 31, 2012 at 1:40 pm

      Hi Vijay, good to hear from you again!

      Yes, this is vital … lapses can have major implication because in Major Accounts we are dealing with big ticket items!!

  2. Shantanu
    January 31, 2012 at 2:35 pm

    I guess it’s not an issue of complacence but more an issue of detailing during pitch preparation. This is one of the most common reasons why pitches are won or lost. This is also one of the most common differentiator between the one who leads and one who follows – notwithstanding any 2nd successful effort.

    • JayadevM
      January 31, 2012 at 4:27 pm

      Shantanu, thank you for that insight.

      My suggestion is that we had dropped our guard thinking enough has been done already – even when we got resistance from one official it was ignored in our state of over-confidence. Had it been tackled immediately a lot of fire-fighting could have been avoided.

      But I agree with your suggestion that pitch preparation has to take into account possible areas of resistance and the counter-measures for them. There has to be a strategy do deal with people who can stymie our success.

  3. January 31, 2012 at 7:00 pm

    Very nice Jayadev!!

    • JayadevM
      January 31, 2012 at 8:33 pm

      Thank you, Paul! Your support keeps me going.

      That was the 100th comment.

  4. kailash
    February 2, 2012 at 1:24 pm

    Real good one J, you know recently I came know about a concept of ‘Deal champ’ a person who is officially called as a deal champ in IBM. One of my friend who shared this info that IBM has many such champs who have lost very few deals in their association with IBM (In presales). Sales heads from companies like Wipro, TechMahindra, Accenture really threatens by them. From last few days I’m supporting presales work by preparing RFP responses/presentation and I really feel that we are working in real urgent basis and we real lack a plan and approach to handle the deal. May be it’s little early for me to comment but so far this is what I can see….

    • JayadevM
      February 2, 2012 at 6:43 pm

      Kailash, brilliant assessment – it’s always sensible to get worried or feel threatened earlier rather than later; that’s when you are still in control. After the situation has reached unmanageable size you can only sit and stare in utter hopelessly or pray for a miracle.

      I think IBM is onto something smart by having a pre-sale ‘Deal Champ” (it will be great to find out more) but to me it sounds like an advance party, a team that sizes up the account they are dealing with and maps the territory so that the team that follows them into the zone has few or no unknowns.

      It will be a good idea for you to replicate something like that in your team or at least study the account well to avoid surprises and last minute hiccups.

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