“Stop selling. Start helping.” – Zig Ziglar
It seems this same thought crossed Arunabh Das Sharma’s mind in July 2016, when, after 25 years of a successful stint in companies like Coca-Cola India, ITC, Whirlpool, Bennett & Coleman and Co. Ltd. (Times Group) etc., Arunabh realised the annihilation, which the front end sales segment had been facing for long.
Front end sales that usually take place in a highly-negotiated pricing environment require the sales personnel to take prompt decisions. However, the existing decision-making hierarchy causes unnecessary delays in finalising the deal most of the time. This leads to a fall in personal credibility and the relationship-building ability of the sales personnel, further affecting future leads as well.
Also, growing competition, technology advancements, and aggregated buying, have been putting pressure on net realisations (yields) or margins for the companies and sales managers in particular.
Arunabh realised that by correlating all his local and global experience, there lies an opportunity to create a sales guidance product – a system which would give them insights about the clients they are supposed to meet, and insights about the right amount to be quoted for their product.
This led to the conception of Sagacito – a B2B, cloud-based, mobile-first enterprise products startup backed with data analytics. In this endeavour, he was joined in by Ravi Dhariwal, Ex-CEO of Bennett & Coleman and Co. Ltd, and Meeta Sachdev, Ex-Head of Ad Sales Strategy and Pricing at BCCL.