Sales- The Most Judged, Least Understood Yet Most Revenue-Critical Function
In many organisations, sales remain the most visible department and yet, paradoxically, one of the most misunderstood. It is spoken about casually, evaluated harshly, and often taken far too lightly by functions that do not directly face the market every single day. Sales professionals, despite being the commercial front line of the enterprise, are frequently […]
Why ERP Implementations Fail and Why Both Sides Share the Blame
ERP failures are rarely about bad software.They are about misaligned expectations, weak operating discipline, and execution gaps on both sides of the table. In the Indian SME ecosystem, ERP is often treated as a medicine for pain.But ERP is not medicine.It is an X-ray.It shows fractures that already exist. Side 1: The Company Opting for […]
B2B ERP & Business Software in India’s SME Economy
Why This Is the Most Serious and Most Decisive Moment for Focus India’s SME sector is not merely expanding; it is maturing.What was once an ecosystem driven by hustle, intuition, and heroic firefighting is now being compelled by markets, regulators, customers, and capital to operate with discipline, traceability, and foresight. At the centre of this […]
B2B Sales in the Age of AI Why It Matters More Than Ever for Indian SMEs
Artificial Intelligence is changing how we search, buy, compare, and decide. From chatbots answering queries to algorithms predicting demand, technology is clearly making life easier for consumers and businesses alike. This has led to a common question among Indian SME owners and leaders: If AI can automate so much, does B2B sales still matter? The […]
Accounting Software vs ERP: The Difference Between Keeping Books and Keeping Momentum
(Why MSMEs must graduate from calculators to command centres) In the daily theatre of business, most SME owners believe they need “a good accounting package.” Something that tallies figures, files taxes, and prints the monthly P&L. They buy software the way one buys stationery—functional, familiar, and comfortably unambitious. But here lies the subtle tragedy, many […]
The Paradox of Sales: Why the World Reveres Revenue Yet Disdains the People Who Create It
There exists, lurking beneath the polished floors of every enterprise, a paradox so profound that it borders on the absurd: the world unanimously acknowledges that without sales, no business—large or small, ancient or modern—can survive, and yet the very custodians of sales are often regarded with the faintest respect, the shallowest dignity, and at times, […]
The Indian SME B2B Problem: It’s Not Sales. It’s Control.
Indian SMEs are the backbone of the economy, contributing around 30% to GDP and nearly half of exports. Yet, when it comes to B2B growth, most of them are stuck at the same place for 5–10 yearssame turnover band, same type of customers, same crises repeating. If you sit with founders long enough, you’ll see […]
The Culture Conundrum in SMEs
A Founder’s Blind Spot That Quietly Sabotages Growth In the global discourse on entrepreneurship, culture is often celebrated as the ultimate differentiator—a silent architecture that determines whether a company compounds its capabilities or collapses under its own weight. Yet in the world of Small and Medium Enterprises (SMEs), especially across India, Southeast Asia, Latin America, […]
Ownership Is a Responsibility, Not a Trump Card
Across geographies and industries from Silicon Valley’s venture-backed start-ups to India’s relentless SME sector one truth stands unchallenged the founder owns the business. This fact is incontestable, immune to dilution, and self-evident to every employee who walks through your door. Yet a curious paradox persists. Many founders feel compelled to announce, assert, or signal this […]
Why Enterprise Sales Is a Different Species and Why Founders Struggle with It
Enterprise sales isn’t just a bigger version of normal sales it’s a completely different discipline. It demands patience, precision, process, and persuasion across multiple stakeholders. Yet, many founders who’ve never done enterprise sales try to run it on emotion, instinct & charisma and end up derailing their own teams and credibility. Transactional Sales vs. Enterprise Sales Transactional sales = quick, […]