Hello Friends,
Welcome to the official X|O Update. You are receiving this newsletter as a Subscriber to The Sales Experts Channel on Bright Talk. X|O - eXtraordinary Outcomes - is a new weekly show on The Sales Experts Channel. We heard from a lot of subscribers that they missed the show or forgot to register as is required to receive a reminder to the shows you like to follow. This newsletter will come to you once a week with a summary of the show that was, an On Demand link to that episode and a link to register for the new show coming the following week. We will continue to evolve this newsletter with your inputs to make it a valuable engagement for you.
We look forward to building a show that will open up the nuances of this new Buyer Led world to us all. With your participation and contribution it will eventually help us all get eXtraordinary Outcomes from every single engagement that we have with our customers.
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/11
Aired on 19th March 2021. Highlights.
Google says it won’t adopt new tracking tech after phasing out cookies
Zapier buys no-code-focused Makerpad in its first acquisition
Egypt’s customer engagement platform for F&B brands in MENA, Koinz, raises $4.8M seed
Average Email Response Time For Professionals Is About 3.5 Hours, New Study By EmailAnalytics Finds
In Conversation with Vijayanand Choudhury
Global Head –Procurement: Tata Technologies
Vijayanand is the Global Head –Procurement: Tata Technologies. TTL is a Tata Motors company providing engineering, R&D and consulting services to automotive and aerospace industries.
He is a Senior Supply Chain Executive with 20 years of experience in Brand Consulting, Category Management, Procurement Outsourcing and implementation of S2P solutions. Vijayanand has worked with varied industries like IT & ITES, Retail and Manufacturing and has been adding value by improving operational efficiencies, cost optimization and consulting in the space of procurement, SCM and branding.
Both sales and procurement have evolved over the years, each becoming more specialized. Procurement, which used to be simply an “accounting” job earlier, has now become extremely focused on particular areas. These may be designated as categories, and procurement personnel would be category experts who understand their segment extremely well.
Procurement experts are also now desirous of advancing and become C-level executives from within the procurement domain. Similarly, sales has also evolved to cater to specialized needs of the procurement process today. Evolution has happened on two fronts. Firstly, the technology and environment has changed. And secondly, the function and people have evolved. Moreover procurement experts are now required to understand the supply chain mechanics as well.
Procurement and sales have become collaborative and complementary. The vendor must partner with the buyer to solve their needs. In certain situations this may also need collaboration and integration within the entire supply chain. Since each vendor has in turn a supplier catering to their requirements, the entire chain may have to work in tandem to solve critical bottlenecks in the flow of goods and services.
Talk to us
Would you want a complete transcript of The X|O Interview? Tell us what you think. Mail us to xo@pitch.link
Episode 12 of X|O coming - 26th March 2021. Here are the highlights.
NS3 | Your news round up from the world of Sales, SaaS and Startups
The X|O interview
In Conversation with Justin Roff-Marsh
Founder of Ballistix, author of The Machine: A Radical Approach to the Design of the Sales Function
For 20years, Justin Roff-Marsh’s deep thinking and writing on the subject of sales process engineering has blazed a trail for others to follow. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. He’s is the founder of Ballistix— a consultancy with operations in North America, the Europe and Australasia.
Teamwork by Pitch.Link - Built for Sales and Marketing collaboration.
In 2013, Sirius Decisions reported, “60 to 70 percent of content churned out by B2B marketing departments today sits unused.” IDC weighed in with its own concerning statistic – sales team members don’t use as much as 80 percent of the content that marketing generates*.
We all get the picture. How to stop the bleed?
In Pitch.Link, Marketing team can build pitches to order for Sales folks and have them along the creation journey so that every Pitch ever created is made-to-order. And used.
Want to know how? Write to us - discover@pitch.link
(*source https://contentmarketinginstitute.com/2015/02/moneyball-content-sales-team/)
{Bonus material
Note: We will bring you valuable content from around the web that will help stay abreast of latest research, webinars, podcasts, articles and posts. Not more than 3 a week. Let us know how we can make this newsletter more valuable for you.
Mail your ideas and suggestions to xo@pitch.link
What else we are reading this week?
Note: More people got rich selling shovels during the gold rush and some similar opportunities are now emerging. Sangeet Paul Choudary, the international ‘Platform expert’ - he literally wrote the book on this - summarizes in this article where the tailwinds are.
From Shopify to Unity: The picks and shovels of the new gold rush
Aggregators won the 2010s, Infrastructures will win the 2020s
He writes -
In the as-a-service economy, everything is a shovel. When every function in the value chain can be modularized and provided as-a-service, it doesn’t take a genius to figure that while everyone joins the digital transformation ‘gold rush’, the vast majority of value will accrue to the ones selling the shovels.
The 2010s saw the rise of the aggregators, who profited by creating bottlenecks on consumer access.
The 2020s will see the rise of the infrastructures - the as-a-service ‘shovels’ that capture most of the profits while the rest of the economy scrambles for gold.
Selling Remote is here to stay. Face to face meetings - which were already super difficult to land, are unlikely to remain the primary go to option for Sales folks. While the world changed practically overnight, we seem to have missed the writing on the wall. The fact that The Buyer Has Changed. And she is not buying the way she used to even 10 years back.
The core of the value transaction process is now hinged on the Buyers desired outcomes. Because, although we believed otherwise - every single sale is closed by the buyer. We need to refocus our attention to the Buyer who is at the center of our success. We need to unlearn and now relearn the way to engage with this new buyer. On her terms.
The eXtraordinary Outcomes Show will do just that. Bring you face to face with the New Buyer. And let you into her world. So together we can create eXtraordinary Outcomes!
See you every Friday at 9am EST.
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The Pitch.Linker X|O Update No. 09. Volume 01. Issue 09 * 20th March 2021 ©Pitch.Link