Customer-centricity is at the heart of transforming the sales effectiveness of any organisation. Switch is focused on business-to-business sales transformation and promotes customer success as the key to a company’s success. Is your time of targeting in the customer’s best interest? How can you nurture customers so that they are ready for your products and services? How will you deliver new value that a customer is not aware of, and how do you support them in their decision-making? These are some of the concepts covered in this book.
Balaji Iyer
Compelling story telling, abstracted from ‘real world organizational interactions and experiences’ and all based on the human narrative around organizational (B2B) Sales. Unlike most business books, this one is not preachy or a cookie cutter. Page after page, there is nuance and that makes you go ‘ah ha’. The narrative invites you to become a character in each of the nine stories, makes you realise how often we make the same mistakes or hold prevalent positions and then smoothly helps us shift our thinking towards long term and sustainable strategic direction in not only how we approach sales or related drills but generally about relationships. If anything this book is about human relationships and how to bring the power of those relationships to make magic happen. I am recomending this book to everyone I know will benefit from it.
Maharshi
The world at large is bereft of an approach to sales that creates customer delight because it’s an emerging subject that most organizations seldom recognize. ‘Switch’ explores the unexplored. It explores sales transformation through the transformation of attitude, engagement and sales process management. Guess what! The content is a switch, so is the style. Nine fictionalized short stories that are lucid and engaging. The double helix adds up to the book’s unique DNA. It is not for sales professionals alone, it’s for those who are in interdisciplinary domains, who want to cut their teeth in sales and for sales professionals, game changers, entrepreneurs, disruptors, leaders – to name a few. Quite the book.
Rohit
“Switch” makes for an interesting read, by dwelling on a story-line approach. The 9 chapters each focus on a certain industry, with seemingly exclusive management issues which when looked from a holistic view, are interlinked across the stories. “Switch” seems to be able to tickle the thought process of a reader, and already start thinking of means and ways to apply it in one’s own profession. I strongly recommend the Introduction be read thoroughly before delving into any of the 9 chapters for getting the best perspective.
Definitely a compelling read without getting to hung up on standard Jargon, while avoiding over-simplification of management insights.
Madhuri
Switch reminds us that every one of the company’s functions revolve around the customer. It isn’t just a book about sales and marketing, not just a book on strategic management, but one that weaves nine transforming insights into stories that tell us how to walk with the customer through every function of the organization.
D. Samarender Reddy
Compelling story telling, abstracted from ‘real world organizational interactions and experiences’ and all based on the human narrative around organizational (B2B) Sales. Unlike most business books, this one is not preachy or a cookie cutter. Page after page, there is nuance and that makes you go ‘ah ha’. The narrative invites you to become a character in each of the nine stories, makes you realise how often we make the same mistakes or hold prevalent positions and then smoothly helps us shift our thinking towards long term and sustainable strategic direction in not only how we approach sales or related drills but generally about relationships. If anything this book is about human relationships and how to bring the power of those relationships to make magic happen. I am recomending this book to everyone I know will benefit from it.
Sridhar Sarathy
Business books typically tend to be pedantic and long. Switch is very easy to read..each chapter is a story built on real-life experiences that all of us can relate to. At the end of the chapter, the key insights are organised in a logical manner that enables the reader to easily assimilate the learnings. If you are in Sales, definitely read the book!! If you are in IT but not in Sales, still read the book!!!