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Hi! To innovate I need lots and lots of new ideas. Can Analytical Thinking create them? Why not? It does take unrestrained, free-flow thinking to generate a slew of innovative ideas. Yet, innovation cannot become a reality unless ideas are analysed for feasibility and implementation. Harvard Business School research shows that managers can innovate better by embracing a healthy dose of constraints. Analysis brings structure to the innovation process by drawing up the contours within which innovation can flourish. This creates constructive constraints that promote workable innovation. Harvard Prof Clayton Christensen, known for his seminal ideas on innovation, saw all innovation as a two phase process The first phase is Idea Generation Phase where unbounded flow of ideas is encouraged without pausing to analyse any of them. ‘Idea hunts’, hackathons and sprints help in this Phase 1 The second phase is the Winnowing Phase. This is where ideas are short listed, analysed and prioritized for trial runs and pilots. Prototypes, minimum viable products and micro experiments emerge in this phase. Creativity shakes hands with analysis. That’s when actual innovation happens. So, how can we draw on analytical thinking to innovate more and better at work and as individuals? Scan this pic or reach https://zurl.co/60HZy to register for the 45 minute webcast to learn the essentials of Analytical Thinking for Innovation on Feb 19, 2025 (Tuesday) from 4.15 pm to 05.00 pm. Your only investment is your time! See you at the event.. Happy innovating! #innovation #analyticalthinking #creativity #humanresources #learninganddevelopment #sales #b2bsales #cognitiveskills

Hi! The surprising truth about innovation? Structure and analysis speed it up! “Don’t analyse” we often hear “You will never innovate anything that way” But the surprising truth is that a lot of ingenious thinking comes from structure. Says MIT Professor Steven Eppinger: "You just have to get comfortable overlaying a little structure, a little process, over your creative activities" Author Stephen M Shapiro calls it the “left brained approach to innovation” MIT Research shows that being somewhat prescriptive in how you go about innovation can be valuable. Formalizing space and time for innovation, actually introduces an analytical thought process that speeds up generation of creative ideas. ‘Sprints’ and ‘hackathons’ are good real life examples of how structure and analysis tend to yield a copious output of new innovative ideas Using Analytical Thinking for Innovation is therefore a high value cognitive skill that’s worth acquiring Here’s a 45 minute webcast you can sign up to learn the essentials of Analytical Thinking for Innovation - Tomorrow - Feb 19, 2025 (Wednesday) from 4.15 pm to 05.00 pm.. Limited seats,, Pick yours here https://zurl.co/MJO6z Your only investment is your time! See you at the event.. Happy innovating! #innovation #analyticalthinking #creativity #humanresources #learninganddevelopment #sales #b2bsales #cognitiveskills

Dear Sales Enthusiast, What if in their Sales Planning for the Year ahead, Your People feel excited about increasing Share Of Wallet (SOW) with your Top Customers? How would you respond to the idea? Depends on what that SOW does to your Profitability.. Right? How can you get your Team to excel at increasing SOW while guarding your Margins? Here is a 2 day Open Course from the Mercuri India Sales School, that helps! Limited seats.. Ping mary@mercuri-india.com for deets https://zurl.co/XCZW Cheers! #keyaccountmanagement #kam #sales #businessdevelopment #sellingskills #salesprocess #salesmanagement #b2bsales #learninganddevelopment #salestraining

Hi! The surprising truth about innovation? Structure and analysis speed it up! “Don’t analyse” we often hear “You will never innovate anything that way” But the surprising truth is that a lot of ingenious thinking comes from structure. Says MIT Professor Steven Eppinger: "You just have to get comfortable overlaying a little structure, a little process, over your creative activities" Author Stephen M Shapiro calls it the “left brained approach to innovation” MIT Research shows that being somewhat prescriptive in how you go about innovation can be valuable. Formalizing space and time for innovation, actually introduces an analytical thought process that speeds up generation of creative ideas. ‘Sprints’ and ‘hackathons’ are good real life examples of how structure and analysis tend to yield a copious output of new innovative ideas Using Analytical Thinking for Innovation is therefore a high value cognitive skill that’s worth acquiring Here’s a 45 minute webcast you can sign up to learn the essentials of Analytical Thinking for Innovation on Feb 19, 2025 (Wednesday) from 4.15 pm to 05.00 pm.. Limited seats,, Pick yours here https://zurl.co/9JWTJ Your only investment is your time! See you at the event.. Happy innovating! #innovation #analyticalthinking #creativity #humanresources #learninganddevelopment #sales #b2bsales #cognitiveskills

Dear Sales Enthusiast Take a break from AI and let’s go back 200 years … No planes. No cars But many things about sales were the same then too. Here’s the story Walter A. Friedman’s book Birth of a Salesman published by Harvard University Press in 2004 provides a fascinating account of the initial days of the sales profession in America. And it quickly shows us that many things about the sales were the same then too. • Sales meant required love of adventure, travel and storytelling - According to Friedman the ‘hawkers and walkers’ of those days were “eager to travel and to engage in commercial activities, and looked to advance themselves through competition in the marketplace.” An Internet search tells you that, after two hundred years, love of adventure, travel and great story telling are still prized traits in a salesperson. • Buyers were given to bargaining - What were the buyers like? Not any different from today. Says Friedman “customers bargained to get the lowest possible price”. So, the notorious price objection too is a couple of centuries old! • Customers saw price representing value - The book proves the point with an interesting story. A peddler of that era wants to sell his stock of scissors quickly at the low price of twelve cents a pair. But he is dismayed that Customers are reluctant to buy. Why? Because, many buyers feel, at that price the scissors couldn’t be any good. So, the peddler tries a pricing experiment. He divides the stock of scissors – all of the same quality – into two packs, some priced at twelve cents and rest to be sold at twenty-five cents. Result? Improved sales! Isn’t that what today’s sophisticated differential pricing algorithms also do? You can read more about the intriguing sales world of 2 centuries ago in this vintage Mercuri Mail article published in March 2017 https://zurl.co/V9ZCN Happy Selling! #salesstrategy #valueselling #salesskills #businessdevelopment #learninganddevelopment #humanresources #salesmanagement

Dear Sales Enthusiast “Watch out, that pawn could be a king” Here’s a chess lesson for landing large deals Sales Head to RM: “Good job, you impressed the Chief Technology Officer. Met anyone else?” RM: “No. It's the CTO who will okay the deal” Sales Head: “May be. But remember large deals are like chess. Never overlook the potential power of any piece. Will tell you why' The Sales Head of the software company in the story has a good point • Large opportunities in complex sale environment, involve multiple decision makers and influencers. • Those involved in purchase decisions have distinctive roles. • Each has a different set of decision-making powers. They bring varying attitudes towards the seller and the competition • So, it's important to identify, both formally and informally, how each key player connects with the decision making process, however big or small they may appear • You should then be ready with a differential approach towards each of them. Like Chess Grandmasters do, we should learn never to overlook the power of any piece on the board, while working on a large deal. So, To win the big opportunities, always align your contact strategy to all key players! The Mercuri Insight document Are you managing large opportunities well enough? https://zurl.co/2b8KN lists out more such actionable ideas Happy Selling! #Sales #b2bsales #salesstrategy #salesmanagement #learninganddevelopment #CLO #CHRO

Hi! To innovate I need lots and lots of new ideas. Can Analytical Thinking create them? Why not? It does take unrestrained, free-flow thinking to generate a slew of innovative ideas. Yet, innovation cannot become a reality unless ideas are analysed for feasibility and implementation. Harvard Business School research shows that managers can innovate better by embracing a healthy dose of constraints. Analysis brings structure to the innovation process by drawing up the contours within which innovation can flourish. This creates constructive constraints that promote workable innovation. Harvard Prof Clayton Christensen, known for his seminal ideas on innovation, saw all innovation as a two phase process The first phase is Idea Generation Phase where unbounded flow of ideas is encouraged without pausing to analyse any of them. ‘Idea hunts’, hackathons and sprints help in this Phase 1 The second phase is the Winnowing Phase. This is where ideas are short listed, analysed and prioritized for trial runs and pilots. Prototypes, minimum viable products and micro experiments emerge in this phase. Creativity shakes hands with analysis. That’s when actual innovation happens. So, how can we draw on analytical thinking to innovate more and better at work and as individuals? Scan this pic or reach https://zurl.co/60HZy to register for the 45 minute webcast to learn the essentials of Analytical Thinking for Innovation on Feb 19, 2025 (Tuesday) from 4.15 pm to 05.00 pm. Your only investment is your time! See you at the event.. Happy innovating! #innovation #analyticalthinking #creativity #humanresources #learninganddevelopment #sales #b2bsales #cognitiveskills

Dear Sales Enthusiast What is one of the quickest ways to learn a skill like sales? Short answer : Action Learning Action learning, presupposes a willingness to experiment, at least in small ways, understand why things went right or failed and incorporate what’s learnt into the next step of the effort. That’s an essential part of building any skill, especially sales In his book The Personal MBA, author Josh Kaufman highlights how cultivating an experimental mindset encourages learning through action and improves systems in a business Says Kaufman: “Constant experimentation is the only way you can identify what will produce the result you desire.” Reason? “Often,” reasons Kaufman “the best (or only) way to learn is to jump in and try.” There could, of course, be initial challenges and mix ups, requiring detours and fixes. But that’s perhaps inevitable in any exercise involving learning through action. According to Kaufman “At the beginning, you may be in over your head, but there's no faster way to learn what works. Once you're committed to exploring something, you'll learn faster than if you'd cowered on the sidelines.” You can read the short but insightful excerpt from Josh Kaufman’s book The Personal MBA here in the Must Read section of Mercuri Mail Dec 2024 issue https://zurl.co/of8qs #Learning #ActionLearning #HumanResources #SalesTips #B2BSales

Hi! Going out for a sales visit? Great. Here is a pop quiz for you • A sales visit would typically have 1 of 4 objectives. • Name them using these 2-letter prompts - (First 2 letters): SE, NE, IN, IN And here is the answer: Visit objectives could be in one of the following 4 categories: 1) Selling -It could be to take the sales to the next stage in the sales process 2) Negotiating – This happens after basic buy in is achieved. That's in case price objection handling does not succeed 3) Influencing - Win over key persons, and cultivate the contact 4) Informing – Inform customer on something as a value-add. Which of these is your today's visit coming under? Knowing it before hand would help you plan and make the most of your sales visit! For more tips on sales call planning, explore this Mercuri Insight document on Do you have a clear aim for each sales visit? https://zurl.co/RwtKi Happy Selling! #sales #salestraining #b2bsales #learninganddevelopment #humanresources #salesmanagement

Dear People and Business Leaders How often do you wonder why it is so challenging for high potential minds to learn and practice Leadership & Business Acumen at work? Can there be a fun way for such serious learning? Here are 6 reasons why Celemi’s simulations are a fun way to pick up Business Acumen 1) Celemi simulates an actual business environment, in which the players get to play management roles, feeling the excitement of the c-suite. 2) Participants in a Celemi Business Simulation live through the play of opportunities, constraints, pressures and dilemmas. In living through them, is their master class in topics as diverse as strategic thinking, financial acumen and innovation. 3) In a Celemi Business Simulation, the players have to compete as teams, making decisions.. from bank rolling to bankruptcy. That stress is positive. Even if it means giving up, or letting go, that adrenalin rush fosters innovative thinking, and learning that sticks. 4) The diversity of Functional Roles that participants play, gets them to 'step into the other's shoes', gaining valuable perspective that helps develop appreciation of seemingly conflicting job roles. 5) Celemi Business Simulations are world renowned for the rigor and robustness with which they weave in a variety of business processes. In having to think through and execute by them, Celemi makes learnable what is not teachable. 6) The exemplary design of Celemi, makes its Business Simulations easily relatable to a wide range of industries, for teams positioned across the organizational hierarchy from frontline to c-suite. Want to explore the range of offerings from Celemi to suit your organisation’s varied learning needs? Ping nandini@mercuri-india.com or visit https://zurl.co/gFnC Did you know we are at the 'Future of L&D Summit' in Mumbai on 13th Feb 2025? Look forward to seeing you there! Let’s make Leadership and Business Acumen happen at work.. Let’s help our people ‘Live it to learn it!’ Happy learning! #management #humanresources #learninganddevelopment #businesssimulation #leadershipdevelopment #b2bsales #marketing #learning #startup #celemi