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Architecting a Consistent Sales Engine


Having got the first few customers through contacts and the next few customers by the initial sales person, every leader of Emerging and Expansion stage IT/BPO organizations is interested in creating a replicable model of repeating the success through a sales team and grow the revenues exponentially. The implementation of a scientific sales process with metrics and reviews will be the solution to achieving the goals.

This session will cover the following:

  • Issues faced by the current sales teams/leaders
  • Building a sales and distribution channel strategy
  • How to hire & on-board the first/first set of sales person/team
  • Scaling beyond the first customer
  • Sales Process - Overview
  • Solution Selling
  • Sales Metrics to Manage
  • How to innovate in a cluttered market
  • Closing Tips & Objections Handling

These are the day to day challenges that CEO’s of Emerging and Expansion stage IT-BPO organizations face and this session will provide insights with time-tested examples of how many organizations have scaled their sales teams and have grown multi-fold.

We look forward to your valuable participation.

09:30 – 10:00 hrs:
Registration & Networking

10:00 – 10:15 hrs:
Welcome, Introduction of the Speaker andParticipants.

10:15 – 12:45 hrs:
Session on Architecting a Consistent Sales Engine
by Mr. Balaji Chakravarthi, Founder, ScoVelo Consulting

12:45 – 13:45 hrs:
Networking Lunch

13:45 – 15:45 hrs:
Session Continues

15:45 – 16:15 hrs:
Tea Break

16:15 – 17:30 hrs:
Q&A followed by Conclusion

Balaji Chakravarthi

Balaji Chakravarthi

Balaji has been a start-up sales leader right from the beginning of his career of 20 plus years of experience in the IT industry. He has worked in 3 Start-ups, has introduced several products/services into new markets, and has done the first customer acquisition 8 times in his career. He has also set up sales engines for a variety of services/products, innovated and scaled a tele-sales model to sell software services on the phone, and has built sales organizations from scratch many times over in his career in multiple markets. Balaji has also handled large sales teams for emerging companies and totally understands the issues that these organizations faces right from hiring the right employees, holding them to scaling the teams as well.

Before founding ScoVelo Consulting Balaji served as the Executive Vice President - Sales at Changepond Technologies, prior to that as Sr. Vice President - Sales at Maples ESM Technologies and prior to that as the VP - Sales at Photon Infotech.Balaji holds a MBA from Institute for Technology and Management and BE from Crescent Engineering College.