Thoughts of a Lifelong Student!

Campus to Corporate - Skill Enhancement & Knowledge

Upgradation

Vinay Kalyan Parakala

 My introduction
• Career IT sales professional; 25 years in the
industry
• Vice President, Deskera & President, Sales
Enablement Society
• B.Sc. Computer Science; MBA; Ph.D.
Pursuant; Lean Six Sigma Black Belt
• Global Sales – BD, Enablement, Operations &
Process consulting, Outsourcing, transition
and establishing dedicated offshore teams
• As an individual contributor, I have sold in 32
countries
• Training & workshops – Sales Enablement,
Sales Process & Operations, Achieving
Predictability and Business Communication linkedin.com/in/vinayparakala
• Associated with IFIM, NMIMS, IIMB, BMS,
ABS, CBLU, UIU, AU
• Lifelong Student…
 Lifelong Student… Why?
• Become a global professional
• Stand out from the crowd
• Compete in a global economy
• Improve productivity and enhance business
performance
• Step up the corporate ladder
• Keep one step ahead of technologies
• Improved marketability and competitiveness
• Greater resourcefulness
 What Do I do?
• Writing Blogs, Training & Public Speaking
• I need to be
• Constantly updated &
• Innovative in my approach to be
• Relevant

• Constantly Updated
I read at least 20-25 articles & blogs written by subject matter experts, Per Day. I
dedicate a minimum of 2 hours of my active 18 hours for knowledge acquisition
• Innovation
There’s a lot of the same, out there. The world is constantly looking for easier,
simpler and highly effective methods to follow. I consider it my responsibility to
provide the world with what it’s looking forward
• Relevant
In my world of strategic sales consulting, one either remains relevant or becomes
history
Campus to Corporate (C2C)

My Advice
1. Understand
2. Esearch
3. Focus
4. Aim
5. Attack
6. Go back to 1
C2C – Key To dos

1. Know your target job (and companies)

2. Create your Resume
3. Prepare for your interview
4. Research online
5. Research offline
6. Go back to 1
C2C – Key To dos explained (1 of 3)
1. Know your target job (and companies)
– Most B-school students have an aspirational goal set in terms of the job that they would like to
do. Do you know the realities of that job?
2. Create your Resume
– All B-school students learn the 4Ps of marketing mix – Product, Promotion, Price & Place. Now
consider this use case…
• Product: Your name
• Promotion: Your Resume
• Price: Your remuneration package
• Place: Your employer
3. Prepare for your interview
– The Job Description
– The Panel
– The knowledge
– The Etiquette
– The Extras
C2C – Key To dos explained (2 of 3)

4. Research online
– LinkedIN
– GODs Own Online Gateway to Locate Everything
– Wikipedia
– Websites
– Online Libraries
– Earn Certifications
5. Research offline (When life returns to normal)
– Network, Network, Network
– Meet Professionals
– Talk to Professors
– Bother Guest Lecturers & Industry Experts
– Attend relevant events, seminars, conferences
C2C – Key To dos explained (3 of 3)

Go back to 1!!!
C2C – The inside of an organization
Some Interesting Thoughts

• CIA
• Cognitive Reframing
• Analytics
• Abilene Paradox
• U Vs I – Sales 3.0
• VUCA
• Gladwell’s Tipping Point
 My Chosen Subject: Sales Enablement
But before We start, let me explain the premise…

Prospecting
Vs Opportunit
y
Recognition
Closing &
Approach
Contracting

Implement Discover
Solution Alternatives

Needs
Negotiation
Analysis

Decision Compare
Making Solutions
Objection
Proposal
Handling
My Drivers…

If you don’t like the NEWS… Go out and

make some

If you have an idea that you genuinely think, is

good… Don’t let some idiot talk you out of it