Sales industry in India facing a pressing need of Brand Ambassadors
Amit Sharma, CEO of Dishah – a Business Management Consulting firm from Chennai shared his insight with media about recent changes in the business and technology industry during his visit to “Chennai - Sweden Education Day 2015!”
Changing Sales Landscape is producing multiple challenges for sales leaders. The buyer’s funnel is becoming more important than the sales funnel. Customers have access to information like never before. This is just blurring the top layers of the sales funnel which is further aggravated with ever closing competition. Social Media has put forth the information about customers, his interests and what not. This has converted sales from ‘Closing’ to ‘Connecting’
A corporate can survive this change only by putting their Brand Ambassadors in front of the customers. Ambassadors, who truly understand the customer, his challenges, business needs, his precise location in a sales funnel and offer him a solution instead of a product that precisely addresses his current and future needs. In short, customer can be engaged by an advisor/brand ambassador and not by a salesman.
Similarly, Marketing is also facing an industry change driven by technology and facing unprecedented challenges resulting in sleepless nights for marketers. Omni-Channel is the trend and customer experience across multiple channels will shape a corporate brand. Other industry trends would be, Social Media getting tougher to crack without significant investments and precise Social media goals. Also, TV as we know it, will change forever in 2016.
Talking about the recent trends in the tech industry, he mentioned that innovation and consolidation will continue to be the trend of 2015-16. On recent news on Food-Tech space, Amit mentioned that these are not viable business models and will cease to exist. Discounts are meant to be part of customer engagement model and not your key revenue model. It doesn’t make sense at all.
Talking about his recent project, Amit mentioned that industry has a pressing need of Brand Ambassadors instead of salesman. This is the need of all kind of selling - high solution selling and now SME as well as startup space is feeling a great need of it. Dishah has been offering Sales Capability Building program for corporates that focuses on building Brand Ambassadors and it is highly recognized and accepted by the industry. We are taking it on global stage through a book launch which is expected in December time frame. More will be revealed at the time of the launch.