Salesman didn’t die.. but got help

Every time something new comes up and people jump on it, they learn something new but it seems that they often start forgetting the best features of the previous while learning. Then came the content marketing era and inbound marketing surge. Now there is a swing back to ABM (Account based marketing and proactive sales).Continue reading “Salesman didn’t die.. but got help”

From Levi’s Jeans to Dairy Milk – Asian Family Business Diversifies & Thrives

In 2012, Pakistan was producing over 20 billion liters of tradable white milk per year, making it the 3rd largest producer in the world. In 2013, Nestle issued a press release claiming a production capacity of half a billion liters of milk. It is estimated that Pakistan fails to meet local demand by up to fiveContinue reading “From Levi’s Jeans to Dairy Milk – Asian Family Business Diversifies & Thrives”

Achieving Retail Conversions with Complimentary Insights

In the consumer good industry, your best bet is to be contextually relevant and meet the customer half way. I like cross selling like anyone else, but complimentary sales strategies are doubly effective. TROJAN (condoms) next to baby food, as in “While you’re in this aisle, how about this mistake prevention mechanism?” M&M’s in theContinue reading “Achieving Retail Conversions with Complimentary Insights”

From Marketing Automation to Service Automation

I’ve come to the conclusion that the name “marketing automation” for new breed technologies is simply too narrow. In the projects I have been working, it has been evident that the core challenges companies have lie in their business processes. As a customer, you expect to know what is going on and understand what theContinue reading “From Marketing Automation to Service Automation”

From Poor-Data and Poor-Insight to Rich-Data and Better-Insight

As we already know, organizations have ability to collect, store and analyze massive amount of data from multiple sources. They have spent a lot of money managing this big data. Investments in technology and analytics are useless unless employees can use data, information and knowledge in their decisions-making.  Many companies are facing a big challenge in data-drivenContinue reading “From Poor-Data and Poor-Insight to Rich-Data and Better-Insight”

Insight IQ

I read a very interesting article from HBR, April 2012 issue. Shvetank Shah, Andrew Horne and Jaime Capella wrote an article about how good data won’t guarantee good decisions and most companies have too few analytics-savvy worker. If you are not able read that excellent article from HBR, here is a couple of points fromContinue reading “Insight IQ”