Ashish Bavishi’s Blog

Sales, Marketing, Personal Experiences, Spiritual Marketing, International Business, Strategy, Planning

Archive for September, 2012

Open TAP Effect (?)

Posted by Ashish Bavishi on September 28, 2012

What is this ?

The common practice and myopia in any Tech company : The sales guys bring the client on board after lot of hardworking (?). And due to the tech glitches, Gaps in Understanding among Client – Sales – Tech and Support, Poor services or any other reason the deal gets cancelled.

Again sales guys out in the market to ensure they close more deals and similar situation occurs. Again the deal gets cancelled. The company looses orders repeatedly.

It is like my TAP is ON (deals are coming in) but my Water Tank is never getting filled because of the hole.

I call it “Open Tap Effect”

The TAP is ON but the Water Tank is not getting filled up. ( Or taking long time for inflow to surpass outflow)

This is most dangerous situation affecting Reputation, Team Motivation and Revenue streams for any Tech company, generally considered lightly.


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See Maa – The Giant Falling

Posted by Ashish Bavishi on September 28, 2012

In the recent news, I heard that the pioneer of Indian Messaging company has fallen flat ! Sacking 5 top employees the company tried to control the situation.

It was bit shocking but was not unexpected.

To understand the fall of the Giants, I found few reasons during my mental audit

– Wrong market assessment
– Unhealthy price competition
– Wrong proposition to the clients
– More Top line focus than the Bottom line
– Unethical business practice cheating the lenders (VC)

These things are not healthy and does not take business anywhere. We need to reassess right from Market Assessment, to Employee Assessment, Market Price and Bottom Line. There is dire need of understanding and practicing Ethical Business Guidelines.

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A common conduct by coworkers

Posted by Ashish Bavishi on September 24, 2012

Typical co workers in India follow the similar pattern of behaviour.

They make the co workers friends and foes. They don’t consider them as co workers instead. And they mix work relations with personal relations. So a person A with learn-able experience could be the enemy for person B because he was perceived as an Enemy and not as a friend. And person B looses the opportunity to learn from Person A’s vast experience. Similarly a non productive but chatty Person C could be a having nice relationship and Person B is spending good enough time and resources behind Person C. Because he was perceived as a very good friend.

The unfortunate Person B is loosing on time and resources on one hand and experience on other hand !!! Unfortunately he never realises about his loss.

This is a real trap of relationship.

Typical mistake is made by Sales people. And if they can not differentiate the people within their own teams, it becomes way to difficult for them to differentiate and categorise the clients / prospects. This skill gap widens in the later stage and the sales guy, though in the sales for years not capable enough to scale up.

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Why John Rambo was frustrated ?

Posted by Ashish Bavishi on September 24, 2012

Last Saturday, I saw a part of RAMBO II on TV once again. The classic movie series of the One Man Army and extraordinary movie of its time. I have seen these series countless times and still like to see as many times as possible.

The last few words of Frustrated Rambo smashing the entire makeshift office, computers and everything.

I want, they want ( Other soldiers), we all want our Government to care for us the way we care for it.

This scene and the words directly relates to the frustration of a soldier as a common man.

What a common man needs ? A house, handful of money, Clean Water, Clean Air and healthy food. Good education for the children and may be few other desires….

That is it.

If you don’t get so, don’t tell me you are angry with your Govt and converging as next Rambo !!!

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Solution (Technology) Sales – Types

Posted by Ashish Bavishi on September 20, 2012

In general there are few types while selling Solutions (Technology)…

My Client wants Types – They never understand the technology and focus on the client demands. They are absolutely harmful for the employer

I did it Types – They never believe in teamwork. They do lot of research, try to get the best of themselves, not company. Without the assistance of the other department they can not complete client requirements and get frustrated. They are generally egoistic. They are good and bad also.

I know someone Types – They know everyone in every company across the industry with their past experience. And good to have them along to enter in any company. Their strength is their relationship. This also can be partially good. Many a time they fail on price negotiation and kneel to the customer demand for less pricing.

I can open the doors Types – They can talk to anyone on the client side on instructions. They are focused. Yet need external push.

I have many orders Types (at lower rates) – They always have industry info. Market Knowledge. They benchmark competitor price and propose lesser than the competition to get the order. They never focus technology but price. And they are always winners at the lower price and always looser on the commercial negotiation.

Techno Commercial Types – This has been the best breed of Sales People. They start with Technology and end with technology. Price is always secondary when they are in the negotiation.

I don’t care Types – This is a different breed of sales people. They like to get the order at their price, irrespective of the industry trend. And they are happy to loose orders. They are bad in the circumstances when they have very low funnel. But they can do wonders when they have huge funnel. Being sober while declining order from the client can create good impact.

There are few more… may be next….

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The Value of Time is What You Make It!

Posted by Ashish Bavishi on September 7, 2012

Today I received 3 internet jokes, a video about my favorite band, 4 new LinkedIn connections, 3 new friends on MySpace and some great pictures taken by a good friend of mind that travels around the world.

I want to respond to all of them, but I know it’s going to affect my flow. What am I to do?

We have become a gadget-crazed world with an ability to stay connected globally 24 hours a day. Cell phones that can text, talk on their own, show videos, pictures and e-mail give us the ability to reach out and touch someone every second of the day. If you’re an entrepreneur it’s even more difficult because everyone wants something and no one respects your time. You need the help of others and therefore you feel obligated to respond.

Think about each task as a song. It’s hard to imagine going to a concert and in the middle of the performance, the band stops playing to take a call or answer an email. Every second of your day matters and what you do with your time can make a difference on your ability to be successful. Time management has taken a turn with 10 times the number of possible starts and stops while trying to complete something. Rain delays are going to happen, but everything else is under your control. I personally receive over 100 emails a day and about 50 calls per day and have been forced to build a process of prioritization.

What’s truly important?

1. Is this a family emergency? If so, respond immediately.
2. Is what I’m working on a personal goal? If so, don’t stop.
3. Is it clear how my response helps me or someone else? If it is not clear, don’t stop what you are doing.
4. Will the person that called or sent the correspondence take offense if I don’t respond? I really should not respond, even if I want to.

A good example is one of those internet jokes.

The value of time has become like gold, but you have to keep your value up. Time is the one thing you can’t get back, and it’s not on your side. So what do you do?

1. When you’re working, work.
2. When you’re with friends, turn the cell phone off.
3. When you’re with family, turn the cell phone off.
4. Take 45 minutes a day to look at the jokes, pictures and non-business e-mails.
5. When you are having lunch alone, let’s be real, you can’t turn off the phone.
6. When you’re working out, turn it off!

The bottom line is you’re really not going to miss anything but the opportunity to play your own song perfectly when you need to. It does take training, and I suggest if you can’t turn it off, turn it upside down. It’s your time, so use it wisely. I hope this newsletter adds more value to your time.

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Digital Worldwide – 2010

Posted by Ashish Bavishi on September 3, 2012

Digital Worldwide 2010

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