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A content writer who has worked for Infosys Technologies and other technology startups in India and abroad.
Avanish is a Bangalore-based journalist who writes on business with a specific focus on technology companies.
Priyanka has covered every aspect of the IT industry as a tech journalist since its early days. She is now an independent writer, working on subjects like digital marketing, enterprise technology and high-performance computing, among others.
A freelance content writer, S. Sahu was the former editor of TCS's house magazine at Tata Consultancy Services. He developed tech marketing collateral for the company and helped compile and edit books and journal articles on TCS's technology innovations. He also ghostwrites print and online publications.
Prajwala is a Bangalore-based freelance journalist who writes on social issues, stories of human interest, and art and culture, among others.
Rajesh Nanarpuzha is an Assistant Professor of Marketing at IIM Udaipur. Previously, he has worked as a brand manager in Dabur, and as a business consultant in the retail and consumer goods domains at Cognizant and Tata Consultancy Services. Rajesh has an MBA from IIM Indore and a doctorate in marketing from IIM Ahmedabad.
Priyokumar Singh Naorem
He is a passionate UI & UX designer who thrives on creating engaging creative solutions.
A freelance illustrator, artist, graphic novelist and designer. She has designed and illustrated several book covers. Her personal illustrations so far have attempted to seize the fleeting absurdity and mood of places, things and people she encounters in a childlike, intuitive and expressive manner with closure, beauty and innocence – the things that she desires.
She is an artist and an educator who has taught and lectured at The School of the Art Institute of Chicago, Oxford University, the Victoria and Albert Museum among other institutions. Her installations, paintings, thread work and sculptures have been exhibited in Saatchi Gallery - London, C24 Gallery - New York, and Museum of Contemporary Art – Lyon, among other notable galleries and museums from around the world.
A commerce graduate from Delhi University, Parul pursued a masters in fine arts from Nottingham Trent University in the UK. As an artist, she is interested in line as a subject which has led her to follow architectural lines in built environments. She says she is also interested in how we perceive the environment that we inhabit and what happens when a subtle shift is made in things which we have been used to seeing in a certain way. We present six of her artworks here.
Shweta Malhotra is a graphic artist and designer from Mumbai, based in New Delhi.
After working with ad agencies and design studios for close to 8 years, she branched out on her own and currently works independently.s Her overall design aesthetic is minimal, bold and graphic, a response to the maximalist visual language prevalent in India.
Rithika Merchant (b.1986) received her Bachelor’s Degree in Fine Arts from Parsons the New School for Design, New York in 2008. She has exhibited extensively since her graduation. Recent exhibitions include a duo show “Reliquaries: The Remembered Self” at TARQ, Mumbai; “Language of the Birds: Occult and Art” at 80WSE Gallery, New York; and group shows at Summerhall, Edinburgh and Artry Gallery, Kochi. Her work has been included in multiple group shows at Stephen Romano Gallery and The Morbid Anatomy Museum, New York. Born in Mumbai, she now divides her time between Mumbai and Barcelona.
Aniruddh Mehta is an artist based out of Mumbai, India. Trained in graphic design from the London College of Communications, Aniruddh is a self-taught illustrator and currently works as an independent freelance designer. He believes in finding the right balance between art and graphic design. He has worked closely in collaboration with Bhavishyavani Future Soundz, Qilla Records, Taxi Fabric, Adidas, Dell and United Colours of Benetton. He also goes by the moniker, ‘thebigfatminimalist’ and his style ranges from bold minimal forms to more intricate pieces exploring patterns and geometry.
Paramesh is an artist who enjoys working in both the realistic and abstract style of painting. He loves working with water color. Featured in this issue are a set of water color works that he has created exclusively for us on the subject of digital transformation.
Concept and Direction
Head of marketing at Regalix, Nimish drives research in emerging technologies and customer experience, and takes a keen interest in creative arts.
According to IDC, sales enablement is the strategy that ensures each member in an organization’s sales team gets the right information at the right time and place, in a format that is more relevant to the person so that he or she is able to move the sales forward. It is a strategy that involves members from various teams within an organization including marketing, product development and sales, to deliver what the customer is looking for.
CRM, on the other hand, is part of a sales management strategy. Zoho is a solution provider that has developed what it calls the operating system for business. Zoho is a single cloud platform which enables businesses to acquire and manage
Vibhav Vankayala, Product Marketing Manager, Zoho CRM, spoke to DigitalCMO Digest about the company’s solution and how it is an important tool to drive the sales enablement strategy of an organization.
Interviewed by Priyanka Bhattacharya
Empowering the salesperson - this is what we have always believed in. The ultimate aim of sales enablement should be to make the process of selling as simple as possible by providing salespeople with whatever tools and material they need to help them sell better and close more deals faster.
An outstanding CRM can create an outstanding sales team. Today, sales people spend a lot of time on meta-work like searching for data sheets, co-ordinating with their team, entering data into CRM and the like. A good CRM should be able to minimize these tasks and give more time to salespeople to do what they should be doing - selling.
So the most important requirement is a good CRM, and it should have capabilities like artificial intelligence and automation. It should be simple and easy to use, and enable the team to work on the move. The tool should enable collaboration, document storage and sharing. Finally, it should help in integrating information and sharing the insights in a contextual manner across touch points that are also outside sales like marketing and support.
Organisations are quite well prepared to adopt, provided the benefits of sales enablement are articulated well to them. It is natural for any organization to be cautious of making any changes to their sales strategy. But if the benefits of moving to a good sales enablement platform are not communicated well enough, it becomes a no-brainier to adopt.
While sales enablement is an overall goal, CRM is a tool, and one of the ways which can help an organization reach that goal.
Of course, yes. CRM should be an integral part of any organization's sales enablement strategy. A good sales enablement strategy should have capabilities that enable collaboration across teams. It should be able to garner data and generate insights that help across all business units. The teams should be able to share relevant and timely content and data to make the deal. And in all this, a good CRM can help make it happen through its features.
We have always believed in 'eating your own dog food'; which means we practice what we preach. Our sales enablement strategy has evolved over time, making our sales teams more and more effective. In fact, the learnings from this go into the development of our CRM as well.
No effective strategy can be static. It has to evolve and change as per a dynamic customer and market scenario. Our sales enablement strategy is agile enough to react swiftly to an ever-changing customer and market scenario.
Zoho CRM Suite offers multichannel capability. It can bring contextual information across all customer touch points in real-time, like social media, live-chat, telephone, and in-person. Blueprints in Zoho CRM help organizations build customized sales processes that are repeatable and scalable. The newly added intelligent sales assistant Zia, which is powered by artificial intelligence, helps salespeople by identifying anomalies, predicting the best time to contact a prospect, and suggesting the best macros. It has SalesSignals that gives real-time contextual information across all touch-points. Its GameScope helps sales teams stay motivated and energized throughout the sales cycle. Finally, the mobile app enables salespeople find contacts around them, check-in at customer locations and share documents on the move, making the travelling salesperson's job much easier.
State of Sales Enablement 2017: Report Summary
Only a little over half the number of organizations with a sales enablement function had a sales playbook as part.
Sales Enablement provides better lead flow
Sayee Bhuvaneswari, Senior Vice President, Sales & Solutions, Hitachi Solutions India
Understanding the customer’s buying behavior is critical to the success of a sales enablement tool
Soumendu Ganguly, Marketing Head, Sulekha.com
Preventing burnout through sales enablement
Sales enablement has largely been equated to a set of tools, aimed at improving salesperson effectiveness.
Things you always wanted to know about Sales Enablement but didn’t know who to ask
Ravish Kamath, Vice President - Products, Regalix
The marketing to sales handoff - a digital approach
The author has a doctorate in marketing from IIM Ahmedabad. He is currently working as a marketing analyst.
Sales Enablement brings predictability
Sanjeev Sukumaran, Founder and Head of Marketing, ForceFulcrum
Sales Enablement helps you have more meaningful conversations with your customers
Lee Levitt, Managing Director and Founder, Acelera Group
Why businesses need to embrace sales enablement
Data, analytics, insights and timely content should equip client-facing teams.
To ensure technology adoption, it’s crucial to keep the learning process simple
Arvind Saxena, Group Marketing Head, Sify Technologies