This caselet focuses on the critical intersection of business development, client management and emotional intelligence. It unravels opportunities for empathy & humility to overcome hunger and desperation. If EQ trumps IQ, then this case study is an ideal opportunity to discuss the finer nuances of client engagement, empathy, persistence, articulation, and deal control. You should invest in the caselet if you are any of the following: Sales Manager, Sales Leader, Sales Enablement Leader, Facilitator, Customer Success Executive, Trainer, Professor.
This caselet empowers Practitioners (Leaders, Managers, Facilitators, Trainers, and Professors) to uncover the finer nuances of the psychology of people interactions and the impact of social styles on people's behaviors and perceptions. This caselet can also be utilized to showcase the various elements of building a personal brand and the situational fluency that is required for various business and social interactions. It is a fictitious case study based on real-life experiences and interactions.
Can the winds of change be looked upon as waves of opportunity? What if the people on your boat are only interested in securing the present and not capturing share for the future? This caselet is a classic dilemma on shaping mindsets to secure a greater future. You should invest in the caselet if you are any of the following: CxO, Manager, Leader, Practitioners, Leadership Trainer, Leadership Facilitator, Professor
Reaching a senior position on the corporate ladder is a challenge and even more challenging are the dilemmas & decisions to be taken subsequently. This case let is about a Leader struggling to prioritize between competing accountabilities and finding a balance between organizational and personal commitments. The challenge of managing global stakeholders and forging consensus in a typical MNC organization leading to advancement is an interesting aspect of the caselet. You should invest in the case let if you are any of the following: P&L leader, CXO in an MNC, Management Consultant
This caselet is about the typical mid-career crisis felt by some executives - “What has brought me here may not take me further”. Frankly, the executives themselves are responsible for their career destiny/progress. Their growth does not hinge on how great they are at work but how they are “Perceived” by others. Moving from a victim to a warrior mindset and demonstrating one’s value to stakeholders can accelerate growth. You should invest in the caselet if you are any of the following: Leadership Trainer, Leadership Facilitator, People Manager, Delivery Leader, Subject Matter Expert, Talent Development Professionals, L&D professionals
This caselet is about the depth of relationship with an account and spring of surprise landing in vendor jail aka “Procurement” responding to RFP. A typical case of tactical hobnobbing in the IT organization and losing out the “strategy” game at the board level. Strategic Account Planning and management is a power play that Sales professionals need to excel at and this caselet helps you address some of those key areas You should invest in the caselet if you are any of the following: Sales Trainer, Sales Facilitator, Professor of Sales and Marketing, Key/ Strategic Account Manager, Client Partner
This caselet is about strategizing and orchestrating internal & external stakeholders for complex pursuits. Stakeholder mapping and management in large enterprises and navigating the maze of power & politics is an important acumen of Account Executives. You should invest in the caselet if you are any of the following: Leadership Facilitator, Leadership Trainer, Professor of Management, Key/ Strategic Account Manager, Territory Sales Manager, Client Partner
People decide emotionally and justify rationally. Seldom do sellers understand the “Personal motivators” of the buyer while planning their pursuits. This caselet is about aligning to the customer’s conflicting priorities thereby the seller winning. You should invest in the caselet if you are any of the following: Sales Facilitator, Sales Trainers, Sales Managers, Key/ Strategic Account Manager, Client Partner
Sales Executives are the CEOs of the accounts they serve. This caselet is about SE moving away from low order run rate deals to strategizing and operationalizing to win business transformation deals. It is about being uneasy with the status quo and looking at the total addressable opportunity by raising the altitude of customer engagement. The “ How” of the deal qualification and control is the powerful arsenal Sales Executives yearn for to empower themselves. You should invest in the caselet if you are any of the following: Sales Trainers, Sales Facilitators, Account Executive, Sales Manager, P&L Leader, Pre-sales/ Solution specialist, large Bid Manager.