Abhishek Rungta

The Art of Selling Services in a Competitive Market.

In a crowded services market, it becomes a challenge to identify the service that you should pitch to a client to maximize your chance of winning.  I follow a method which I call “The Golden Triangle” which is the common overlap between: 1) Demand/hype,  2) High LTV/Value and  3) Right to Win/Expertise I always believe […]

Factors I consider while choosing a Sales Channel

There are several options for selling a product or service – direct, bidding, expos, dealer network,  partner network, online, referral, affiliate, brand stores, shop-in-shop, etc. 1) Volume: What is the volume of business available in the channel? When is this channel going to get saturated? What percentage of my TAM (Total addressable market) can I […]

Driving Growth – One Dimension at a time

Growth gets everyone excited. But it needs investment of cash, time, and effort. The extent of these investments depend upon the number of variables involved (and the possible values of these variables) in the growth strategy. Lesser variables mean higher probability of success, and hence low-cost growth, as it becomes easy to identify the point […]