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Architecting a Consistent Sales Engine


We are pleased to invite you to the 38th session of NASSCOM Product Forum at Trivandrum.

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
  • How to hire the first/first set of sales people
  • How to Hire & On-Board sales teams
  • 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 hrs – 10:00 hrs
Registration & Networking Hi Tea

10:00 hrs – 10:15 hrs
Welcome Address and Introduction of the Speaker by NASSCOM followed by participants brief introduction

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

12:45 hrs – 13:45 hrs
Networking Lunch

13:45 hrs – 15:45 hrs
Session Continues

15:45 hrs – 16:15 hrs
Tea Break

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


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, has set up sales engines for a variety of services/products, acquired the first customer for his organizations and has built sales organizations from scratch many times over in his career in multiple markets. 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.