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August 16, 2023

JLT Coffee with Mr. Manoj Tinna

“Sales is an art.” quoted our guest speaker, Mr. Manoj Tinna, telling us how sales is not a mere job but an abstract and artistic field because each and every customer is different from the each other. Mr Manoj has been a start-up growth specialist, sales leader, and a B2B evangelist. With more than 22 years of experience, he has worked with some well-known MNCs like Nielsen, Rediff.com and Grace notes. He is also associated with an emerging start up called “Loop Health”. He took marketing elective students on an elaborate journey of how B2B sales takes place. Began with the concepts of traditional and modern B2B sales, they learnt about various specialisations in sales the process like Sales Development Rep (SDR), Sales Qualified Leads (SQL) and Sales Qualified Opportunity (SQO). He enlightened students with the idea of Ideal Customer Persona (ICP), a term widely used in the SAAS sales. A rather casual and colloquial style of meeting called JLT Coffee, “Just Like That” Coffee meetings with the prospects, was a key takeaway. They got a real life insight on the communication between a prospect and the salesperson through the role-play. With high spirits, he gave us a refreshing glimpse of modern day sales, explaining how to identify a HUNTER and FARMER among the sales team! Overall a session which aroused interest of Marketing elective student, to take up sales a career.