I always tell entrepreneurs
the question isn’t, ‘What do big companies do?’
The most important question is,
‘What did big companies do when they were still small
that made them big?’
I am repeating.
The question isn’t, ‘What do big companies do?’…
But the pertinent question is,
‘What did big companies do
when they were still small that made them big?’
Everybody is customer centric.
That is the minimum requirement for survival today
in a competitive environment.
So we cannot be proud about just being customer centric.
What all these large companies did when they were small is
they continuously focused on two things.
Developing their sales and marketing team.
Because that is the bridge between what you have
and making the world around aware
of what you have.
So there is hyper-focus
in creating an extraordinary sales and marketing team
and two
continuous innovation in product service development.
What happens with a lot of companies
that start brilliantly and remain small is
when you come up with an ace product,
and we have a first set of people who know how to sell,
and after that,
good becomes the enemy of best.
We become a victim of a good product
and a capable team.
Ever since we remain customer centric,
but we forget the very fundamental reason
that gave us this success –
a good sales team and a good product.
But five years from now,
it’s still not a good product.
It’s an obsolete product.
Five years from now,
it’s still not a capable sales team,
it’s an old team,
because there is
one weakness in all capable sales people.
When they start, they do a lot of cold calls,
which means they go to the open market.
The moment they start tasting success,
once they gain experience,
they wait for customer referrals.
They no more go to the open market.
They no more do cold calls.
So if you want to grow from being a small, medium organization
to a large organization,
and those of you already large organizations,
if you want to grow on a global scale,
we have to bring in hyper-focus,
apart from all the other strengths that you already have in the business.
One, the person sitting at the top,
and I am assuming I am talking to you right now,
you have to develop hyper-focus
in continuously working on
developing a capable marketing and a sales team.
And on the other hand,
there has to be continuous innovation
in product development,
service development,
and we have to ensure at any given time we have
a product and a service
which is relevant to the changing trends of the market,
of your own industry.
If you can take care of two things,
that’s the greatest service
that you’re doing as an organization leader
to the growth of your own business.
Wishing you abundance…
Wishing you most and more…
Wishing you flourishing possibilities.
Thank you.