Ampliz Podcast

About Ampliz Podcast

Ampliz's Podcast channel is a podcast directed towards all Sales, Digital Marketing, Business Development executives, and Growth professionals. We discuss evolving changes and needs in this field. Ampliz is a global B2B Data Intelligence platform that enables in making quick sales decisions.

Publisher

Ampliz

Category

business

Language

en

Explicit

No

First episode

14 Oct 2019

Latest episode

28 Sept 2020

Latest episodes

105 episodes in the feed.

1. 

   28 Sept 2020

   How to understand the mindset of the buyer_ Saurabh Madan, GM Sales APAC, MoEngage b2b Binge

   Saurabh Madan oversees Moengage's go-to-market and customer success initiatives in South East Asia, Australia, and New Zealand. Based out of Singapore, Saurabh has had over 15 years of experience in Sales & Business Development. He is a writer, tech enthusiast, writer, and sales coach. At the B2B binge APAC edition, he spoke about one of the most significant challenges marketing and sales folks across the globe face – the mindset of the buyer. Companies have been trying to unravel the secrets of understanding the buyer mindset always. Many companies have tried various methods to do it and have succeeded relatively. However, the process isn't homogenous yet. It may work for one but may not work for another. So the experimentation has to go on. Understanding of the customer starts with the discovery and backward to selling. Find there is a need or problem that requires solving. Find it and talk about then devise a sales pitch that works for them. Directly jumping into a sales pitch is not justified for both the parties. You don't know what they want, and the customers are being taken for granted. A salesperson should never do that in his right frame of the mind. Therefore, there has to be the right modus operandi of communication between the two. Discover more data points about the customer better. You are off understanding them. You have to realize that everyone is buying. Everyone in your funnel is buying. B2C and B2B buy very differently, and the way you discover the mindset is also quite different. For a B2C, there is plenty of data in the form of Data-lakes and massive databases that can be tabled and presented in the form of graphs and charts to help you understand your enormous number of customers you are targeting. Organizations employ large data engine to gain this inference. But for a B2B, the idea is entirely different. Each one of them has a unique need and cannot be generalized to an enormous mass of customers. The more conversations you make, the better you understand your customers. You cannot generalize your product, but you can make slight customizations to suit your customers. To make those customizations, you have to understand the customers deeply. It needs many conversations. With LinkedIn, you can cluster many similar profiles, but it won't help you group based on the mindset. In a discovery call, try to understand the below few things: What are you solving? What are your customers' issues? What is the problem they have identified and able to solve? What are the problems they have identified and not able to solve? Of all the problems they face and trying to solve, can you do better at solving the problems? How will you impact them in terms of sales, revenues, KPIs, and other forms of impact? Build your reputation with your customers so that they open up to you. To build a personal rapport, you have to be genuine and find that commonality between you and your client. Then make the relationship on the commonality. Unravel the mystery behind their needs and problems by continually talking to them and understanding them.

2. 

   28 Sept 2020

   Why is sales and marketing alignment crucial for revenue growth? – Mona Lolas, Sirius Decision Partner at Forrester- B2B Binge

   Mona Lolas is an accomplished Global Sales and Marketing Executive with over 25 years of experience in the IT industry. She has international exposure in conducting business in Australia, APAC Regional, and Global roles working in Vendors and Blue-Chip Companies. Mona has built new business lines, bringing new products to market and establishing vendor's presence in the Asia Pacific region. She holds extensive experience in go-to-market plans that directly support business growth objectives and drive significant and measurable ROI - increasing demand, driving sales, and positively impacting brand equity. Mona has led highly skilled marketing teams that deliver engagement with the channel and end-users and continuously learn through evaluation and iteration. Mona has a passion for promoting women in leadership positions and advocating empowering girls join the IT industry. Mona showered Ampliz B2B 4th Edition with her immense knowledge and spoke elaborately on how important it is to align sales and marketing. Alignment in sales and marketing comes from the top of the organization. The message has to be crisp and clean from top to bottom. The value you offer to your stakeholders should be communicated across your organization equally. CSO and CMO are the keystones in this endeavor of creating alignment. They have to communicate effectively to align both the teams. Marketing and Sales KPIs should be focused on delivering value to your stakeholders while speaking the same language. Marketing will control the channels and talk about the language that aligns with sales and your target audience. It asks from marketing much focus on what they are doing, what they cannot do while maintaining alignment with the sales. Marketing activities should not spread too thin. Prioritize the role of marketing and have the objectives mapped out and aligned with the overall aim of the organization. As said before, it should come from the top to bottom. The organization's purpose should breakdown slowly into department objectives to team objectives to personal goals.

3. 

   28 Sept 2020

   How to build high performing and resilient sales teams? Sudhir Nayar, MD Commercial Sales, Cisco - B2B Ampliz

   Sudhir Nayar is the Managing Director of Commercial Sales at Cisco. For the past 30 years, he has led IT sales operations by creating skilled and empowered teams. In the process, he has mentored budding leaders for the Indian IT industry. Sudhir leads IT sales teams across large enterprises and SMB, built and transformed channels, developed a corporate strategy for leading IT companies like Sun Microsystems, Oracle, Microsoft, and Cisco. He is always looking out to participate in industry forums to learn, share my perspectives, and interact with like-minded professionals on digital platforms. Sudhir is an eloquent speaker, great mentor, environmentalist, Strategic Leader Focused On Revenue, Growth, and Profit Maximisation. At Ampliz B2b Binge, he spoke elaborately on how to build high performing and resilient sales teams. He has outlined five steps to building transformative teams. 1. Build trust within the team 2. Focus on the health of the business 3. Building a winning culture 4. Formulate a three-year plan 5. Effective communication Build trust Listen more. The first time you meet your team, talk to teammates about their success, how can, as an organization, you can help them grow and ask how can you help them achieve the goals. When you ask them these sets of questions, they start opening up to you. Your teammate becomes a little chatty and starts trusting you. Go back to them and tell them what can be done now and what can be done later. Focus on their strength and try to leverage them. Focus on the health of the business Most businesses focus on topline and bottom line. However, as a leader, you should focus on what is coming in the future and prepare your team. Keep an eye out for the changing trends and communicate it to your teams regularly. Please encourage them to adapt to the changes and keep learning new things. Build a winning culture Build culture by inspiring them and giving them a sense of safety. When people feel safe and hopeful, they can choose to go beyond what is expected of them. Then your job changes form inspecting to inspiring people. Your work now is instilling hope in them. That is when the time arises, they give more than 100% of their abilities. Accept failure and foster growth and nurturing. Formulate a 3 Year plan As a leader amongst leaders, you should have a six month, one year, and a three-year plan—Breakdown the big picture in your mind into bite-size achievable chunks to make things easier. Communication Plan All the plans and the above-mentioned activities will fail if you don't have a concrete communication plan. Understand who are your key stakeholders are and what their priorities are. Focus on how you can align the priorities to achieve the goals. But it has to be adequately communicated. Therefore, have a communication plan that aligns with your key stakeholders and speaks their language.

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