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Prologue

Four Scenarios and

Prologue
Four Questions
People don’t buy what you do;
they buy why you do it.
- Simon Sinek

Sometimes we experience scenarios that look

different and yet they lead us in the same direction
to, find something significant. I experienced four
such scenarios...

Scenario 1: India’s Software Product Story

India is recognized as a great success story in
the world of IT and BPM (Business process
management) Services; these sectors have
clocked a revenue of $ 167 billion by FY18-19.

The changing landscape has given rise to many

product startups in these segments in recent
times. In India, in 2018 alone, more than 7200
technology startups cropped up.

As I reflected on the rise of product startups and

a question came to my mind.
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The Ultimate Sales Accelerator

How can software product startups in India be recognized as

world-class companies and create a sustainable growth
ecosystem?

As I reflected on this question, the answer emerged in the form

of the following 2x2 matrix

The next question that came to my mind was…

What sales strategy will help an organization to move to
quadrant 4?
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Prologue

Scenario 2: Communicating with growing kids

My elder son became a teenager in January, 2019. My younger
son is around 9 years old but he speaks like a teenager. I have
seen how difficult it is becoming for my wife to communicate
with them.

“Please don’t play video games for more than 30 minutes.”

“Please don’t use bad words.”

“Don’t fight with each other.”

These are just a few of many situations which my wife and

other mothers face daily and I saw it as a challenge.

When I reflected on it, a question came to my mind.

How can my wife and other mothers communicate effectively

with their kids?

Scenario 3: Angry and Disappointed Colleague

While sitting across from Amar, my office colleague, in a cafe,
I could see the anger in his eyes.

‘My salary has increased by just low single digits for the last
two years. I am putting in so much hard work. My boss doesn’t
understand at all.’

As I empathized with Amar and I reflected on his predicament

and wondered,
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The Ultimate Sales Accelerator

How can Amar develop persuasive communication skills to

communicate his ideas effectively?

Scenario 4: Changing B2B Sales Ecosystem

The Analyst firm Forrester predicts that 1 million B2B sales
jobs would be lost by the year 2020.

As I reflect on this alarming data point, I asked …

Who is the Sales owner of Future?

Each of these four scenarios asked a question.

Can this book give you One answer to all four questions?