Marketing at Emerson Network Power – By Suhas Joshi

A very insightful session by Suhas Joshi, wherein he presented - how all the theories we learn in class are actually employed at Emerson Network Power.

He talked about the thirteen steps in the sales cycle. These are:-

·         Lead generation process for vertical markets

·         Lead management

·         Lead mapping

·         Mapping organization chart

·         Identification of decision making process

·         Identifying Key influencers

·         Establishing parallel contacts at all levels

·         Understanding of money making process

·         Process criticality

·         Prospect management

·         Order Management

·         I & C management

·         Service Management

Various ways of lead generation are repeat customers, consultants & architects, direct verbal queries, cold calls. But his weight was highest on advertisement of new project/ tender notice.

By the end of session, he left us with some golden rules:-

·         Find out the key decision maker

·         Find out key influencer

·         Start working at early stage

·         Don’t give surprises

·         Be transparent

·         Develop a relationship which can build trust

·         Listen to voice of customer and take signals time to time

·         Keep your ears and eyes open

·         Don’t underestimate your competition