Posted on Leave a comment

Two University dropouts…

Two university dropouts had a dream. They dreamed of making computers that the average person could use. One of them had a family garage. Both of them started working in that garage. One of them sold his Volkswagen and the other sold his expensive Hewlett Packard Scientific calculator and raised US $ 1300.

They started their company with $ 1300. They took that money and convinced the local electronic suppliers to grant them a line of credit and started the production of their computer.

I am sure you would have guessed what happens next. They went ahead and revolutionized the hardware and software industries. They released their first computer for $ 666 and earned $ 774,000. Do the math. They sold 1162 units of their computer.

But their initial capital was only $ 1300 which is equivalent to the selling price of just two units of their computer.

2 years later, they released their next version and earned a whopping $ 140,000,000 in the next 3 years. Subsequent year they went public and on the first day of trading they reached a market cap of US $ 1.2 billion. #Unicorn

The following year, one co-founder left the company. The company went ahead and launched the next version of their computer 3 years later. The following year the other co-founder also left the company. 13 years later, he was brought back to revitalize the floundering company. Then there was no looking back for this company.

When this company became an unicorn, I was in my fourth grade at school and had never seen a computer. And the only #apple I knew then, was the delicious fruit red in colour.

When you believe in your dream and have the resolve to make it happen, (sh)it happens. When you simply don’t agree to live the life handed over to you, you go on to make the life of your dreams.

Make (sh)it happen. Now!!

The universe is with you in your dreams. And you have to work hard only till the first success. I am not saying you can get complacent after that. But I am saying that that first success will take you further and propel you into greater success because:

Nothing Succeeds like Success!

Happy Succeeding!!

#HappySelling!!

#b2b #b2c #sales #business #entrepreneurship

Posted on Leave a comment

Unicorns!

I am sure you have heard/used some of these #Unicorns [those with a minimum $ 1 billion valuation]:

Unicorns
  1. Stripe
  2. Airbnb
  3. Doordash
  4. Dropbox
  5. Coinbase
  6. Instacart
  7. Ginkgo Bioworks
  8. Gusto
  9. Flexport
  10. Rappi
  11. Brex
  12. Gitlab
  13. Checkr
  14. Pagerduty
  15. Segment
  16. Podium
  17. Scale
  18. Faire
  19. Twitch
  20. Weave
  21. Amplitude
  22. PlanGrid
  23. Mixpanel
  24. Benchling
  25. Boom
  26. Front
  27. Cruise
  28. Optimizely
  29. Meesho
  30. LendUp
  31. MessageBird
  32. mbx Systems
  33. Standard
  34. Embark
  35. The Athletic
  36. Sendbird
  37. Helion
  38. Lattice
  39. Zapier
  40. Scribd
  41. GoCardless
  42. Razorpay
  43. Rescale
  44. Relativity
  45. Equipment Share
  46. Newfront
  47. Ironclad
  48. Influxdata
  49. People.ai
  50. Xendit
  51. Matterport
  52. Webflow
  53. Sift
  54. Easypost
  55. Rippling
  56. Weebly
  57. CoreOS
  58. Cleartax
  59. Clever
  60. Heroku
  61. Lever
  62. Lob
  63. Rigetti
  64. Docker
  65. Paystack
  66. Duffel

Get inspired!

You can build one too!!

#HappySelling!!

#unicorns #onebillion #startups #usd1billion

Posted on Leave a comment

Do you want to look good or stay healthy?

They are mutually exclusive, it might seem. Let me explain why and how they are not.

But before that, let us get some facts straight. Looking good is so powerful, the “in” thing to do, to go for. I get that. Not to mention the opinions people might have about you by just looking at your looks.

When “looking good” is approached separately, it may or may not be healthy. Sometimes, you may even be pursuing something very unhealthy. If you know the science behind the fairness creams, for ex, you will know this and you will readily agree with me.

But not when looking good is approached together with staying healthy. When “staying healthy” is the goal, “looking good” happens anyway. It’s a by product. You cannot help it. Even if you don’t like it, it will happen. So, it makes sense to go for good health.

This is a Perfect Analogy for “Getting Business” and “Building Relationship”. Now, if you find & replace “looking good” and “staying healthy” with these two words, it makes perfect sense. Yes or no?

So, there you get it. You go for “building relationship” and the other naturally happens. It has to.

In the initial days of my Software Sales Career, when I was wandering the Tier 2 towns and cities in the State of Tamilnadu, India, frantically searching for customers, I found one automobile dealership that had all the required DNA to become our software reseller in that region. We eventually appointed them as our Partner for the region.

The owner had done his Engineering from IIT & PG in Management from abroad. I bet, you cannot say that when you first look at him. He had that ruffian looks. But after he starts speaking, you may have to change your opinion about him. He inspires confidence, commands respect. When you are with him, you get a feeling that you can achieve anything. Yes, any dam’n thing. What a man, he is. I am yet to see anyone who is like him. My salutes and respects to him. He continues to inspire me till date.

Take Away: Focus on building the relationship. May your interactions with your clients inspire confidence in them & command respect from them. You will get a call from them when they need your services.

Posted on Leave a comment

What’s your Ikigai? And how to Ikigai?

In a TED Talk, Tim Tamashiro delights us with the Japanese secret to Happiness. It was such a pleasure listening to Tim. He says it takes work to find your Ikigai. First, let us understand what is Ikigai. Before that how to pronounce it? It is pronounced as Eeky-guy. You lift your cheeks like you are smiling and say Eeki-guy, he says.

C’mon, say “Ikigai”. That’s Good.

Tim was a Jazz musician who finally found that his Ikigai is “to delight people” and he does that perfectly well. If you don’t believe me, go here: https://www.youtube.com/watch?v=pk-PcJS2QaU

Ikigai, he says, is like a treasure map. It can help you find your way to finding wonderful things about yourself that you can share with the world and the world will say “Thank you” for it, he said.

He says, Work is different from Job. A Job is something that you do as a regular form of employment where you get money to pay for your house, food and things like that. On the other hand, Work is something that you do to achieve a result, something like a product or a purpose, he says.

Ikigai comes from Okinawa, where the world’s most 100 year olds live.

Iki = Life

gai = Purpose

Ikigai = Life’s Purpose

Ikigai’s Directions:

Do what you love
Do what you are good at
Do what the world needs
Do what you can be rewarded for

It is the intersection of the above four items.

Best Wishes to you for finding your Ikigai!!

Posted on Leave a comment

We are what we experience!

This happened in my life long ago.

I was not married then. I had just started my business in Bangalore. One night, I went to a Darshini [that’s what an eatery without tables & chairs is called] about 2 kms away from my home for my dinner. After dinner, a strange thing happened.

I suddenly felt giddiness & fell down. I quickly managed to get up without any help & started walking few steps.

Then, I squatted near a car that was parked there. One couple came near the car. They too had come to the same eatery & had just finished dinner. They were probably heading back home.

I didn’t own a bike or a car. I used to hire an auto. Also, I wouldn’t mind walking 2 kms one way.

This couple came to me & asked if I needed any help. I said “no”. But they still said they will drop me home. I didn’t want to take the help. Since they insisted, I told them where I stay & they said their home was also nearby & don’t mind dropping me home. They advised me to consult a doctor & dropped me in front of my home.

Now when I look back at that event, I thank them profusely for their act of Kindness. Such a Grace & Kindness are really very rare.

I wish to carry that grace & kindness forever with me in my life.

We are what we experience.

#kindness #grace #compassion #experience

Posted on Leave a comment

What inspires me?

Bold ideas, empowering people, democratising the opportunities for everyone, having no biases, making everyone achieve are some of the things that inspire me. Working against odds gives me the adrenaline rush and pumps blood into my nerves. What seems impossible suddenly becomes possible. When someone says “you can’t do it”, I am inspired. That’s when I actually start my work. 🙂

Inspiration is everywhere. We just have to look around. And keep our eyes and ears open.

Inspiration is what drives us. That’s what make us reach our goals.

Now, what do we do to set the rhythm, get inspired and start achieving our goals one by one. The following will help us stay on track and keep our focus. But we can and should improvise on this.

  1. Keeping good company. Our friends, network, professional contacts make us what we are and what we will be.
  2. Constant thinking of goals.
  3. Checking progress everyday.
  4. Writing down our goals.
  5. Breaking them into achievable tasks.
  6. Completing the tasks one by one.
  7. Visualising the results.
  8. Keeping ourselves extremely busy and tight scheduled.
  9. Keeping confidential info confidential.
  10. Having a positive outlook on everything.
  11. Not wasting a second of our time.
  12. Getting out of comfort zone.

Stay inspired!

Happy Selling!!

#inspiration #sales #successtips

Posted on Leave a comment

Belgium Vs Brazil, the Story of an Underdog always inspires:

First & foremost, the underdog does not have any status to be safeguarded. It has no false sense of titles or ego. It operates without any such pressures. It knows that it is fighting a top dog & hence it does its homework, ups the game, puts up a tough fight & the best foot [a metaphor but literally in football :)] forward. It has minimal resources but uses them efficiently.

On the contrary, Top Dog thinks it is superior, unbeatable, strong, talented & nothing can stop it. It makes mistakes but fails to learn from them.

Fighting against odds is common. What is uncommon is not giving up till one succeeds. The fighting spirit inspires. It catches up with everyone like wildfire. It boosts confidence levels and spearheads one to higher efficiency levels of operating. We start thinking that we can reach our goals in spite of all these odds and work towards that.

I am inspired by Romelu Lukaku of Belgium who ran with the ball like a wild river till he passed the ball to Kevin De Bruyne who helped score their second goal.

Whatever it is, we need to enjoy the game 100% to be successful in it.

Fighting spirit sends blood to our nerves & we get unimaginable strength to win.

Happy Winning!!

#inspiration #success #sales

Posted on Leave a comment

What can we learn from Uber?

 

After seeing Uber’s first pitch deck that they made in Aug 2008 [ https://medium.com/@gc/the-beginning-of-uber-7fb17e544851 ], I think we can safely make the following inferences:

  1. We are grossly underestimating ourselves.
  2. You don’t need to know everything to the last detail when you start off.
  3. You don’t need to have big dreams. If you dream of a small office with 10 cabs, it is just fine.
  4. Don’t make a pitch. It doesn’t matter. What matters is this: Your product or service. If it is useful, efficient, cheap, saves time then it will sell. Pitches don’t sell.
  5. Customers are always looking for a better product or service at a cheaper price. They are not willing to pay more. Look at the total volume of sales and the net profit you will make instead of the % you make in every single transaction.
  6. With so many scandals – toxic work place culture to squeezing drivers pay to delaying drivers payments, if Uber can be valued at US $ 69 Billion, think of the value one can create if those scandals are avoided. But, at the end of the day, scandals don’t matter. Service does.
  7. We should take only the good things [focus on the +ves], leave the rest and move on.
  8. We should adapt fast to the changing landscape.
  9. We should be in news always, preferably for the right reasons unlike Uber.
  10. You don’t need to invent anything new. If you solve one problem, it is just fine.
  11. You don’t need to think 10 years ahead or be futuristic. But when the opportunity presents itself, you should be able to kick ass, grab it and scale up in no time.
  12. Execution is of paramount importance. Idea is a given.

Happy Selling !!

Posted on 2 Comments

How to develop a sense of urgency and achieve more in less time

Your prospects are not in a great hurry. At least not most of them. They seem to be quite happy with the Status Quo. But don’t you know that enthusiasm is contagious. And if you pack energy and sense of urgency into your action, they are bound to match your speed and energy. So, let us understand how to achieve more in less time by developing a sense of urgency.

“You can’t move mountains by whispering at them” – Pink
mountain
  1. Set your sights really very high. Don’t worry about how you will achieve them.
  2. Break that vision into smaller achievable goals.
  3. Break that further into smaller activities or tasks.
  4. Have energy. If not, get your dumbbells and go for 3 sets of shorter reps 8 – 10 each. Or hit the floor and go for 3 sets of 5 push ups each and start pumping up iron. Get those muscles.
  5. Add passion and sense of urgency. Act as if you have fifteen meetings in a day. While you have to submit five proposals. And go for two negotiations. That is your normal day.
  6. There are three types of people in this world – one, those who take things as it comes and are happy with it; two, those who take things as it comes and are frustrated with it and then there are Sales people, the rarest of rare breed, those who make things happen. With or without the “Sales” title.
  7. While you have created the sense of urgency, do not over react or walk all over others or ill treat them.
  8. Instead treat everyone with respect, courtesy and kindness.
  9. Remove the obstacles. Do not spend time on investigating who had put the road blocks. Just keep moving.
  10. Don’t accept mediocrity in anything.
  11. Pack Energy and Enthusiasm into everything you do.
  12. Wear a smile on your face. Even while you speak on the phone. It sounds nice and the receiver on the other end knows that you are speaking with a smile on your face.
  13. Focus on results.
  14. Be disciplined.
  15. Have the courage to walk the untrodden path.
  16. Imbibe the qualities of a leader.
  17. Break all the rules. And Set your own rules.
  18. Create something every day.
  19. Don’t worry about the tough times. They are there to bring out the best in you.
  20. You were not born to be complacent and hence always be doing many activities and setting up new activities. Keep yourself busy and engaged.

Happy Selling !!