Using a strategic vision, strong execution, and results-driven approach, Shitendra enjoys creating and expanding businesses and teams. He is excited and motivated by solving challenging business problems that contribute to achieving favorable results like return on investment, return on social capital, and return on environmental capital.

We are now at a new turning point in the realm of sales. Consumers in all industries have high standards for seamless, individualized interactions. In a world when everyone is becoming a digital native, it is simply the new normal. Customers desire a more personal relationship at every step of the purchasing process, whether through face-to-face interactions or a variety of digital touchpoints. A sales employee who is able to provide these experiences with a focus on the customer will put their business miles ahead of the competition. Let’s read to below to know what Shitendra Bhattacharya, Regional Director, Emerson’s Test and Measurement business group had to say.

As the landscape of sales is constantly changing, how do you develop sales coverage strategies to ensure optimal customer engagement?
At Emerson’s Test and Measurement business (formerly NI), we prioritize agility in our sales strategies by utilizing data-driven insights and adaptable segmentation. By analyzing market trends, customer behavior and competitive intelligence, we continuously adjust our approach to meet the needs of our customer accounts while also identifying new opportunities for growth. Our strategy blends digital engagement, personalized outreach and account-based selling, ensuring that we engage customers effectively with solutions tailored to their changing needs. Continuous feedback from the sales team plays a crucial role in refining these strategies, allowing us to stay aligned with both customer expectations and the evolving market landscape.

Our consultative account engagement process, led by a team of industry experts, is designed to identify and solve key technical challenges for customers, creating substantial business value. Our team works closely with customers and alliance partners, leveraging the Engineering Innovation Centre in Bangalore, India, to create scalable, easy-to-build test systems that reduce the total cost of ownership by offering faster test times and greater adaptability. We also mitigate risks by providing accurate and reliable systems, ensuring operational confidence.

For example, in working with a transportation industry customer, our experts were able to address the challenges of rapidly advancing technology through a software-defined approach, enabling the customer to stay ahead of the competition. By delivering solutions that increase efficiency and flexibility, we helped the customer gain a competitive advantage in the market while maintaining lower testing costs and higher operational reliability.

Seamless collaboration across the C-suite is key to creating innovative customer experiences. How do you achieve this?
Working across global markets, we often drive seamless collaboration through transparent communication and cross-functional alignment, ensuring that each leader’s objectives – whether in finance, marketing, operations or technology – are in sync with our customer experience strategies. Regular strategic discussions, establishing shared KPIs, and using data-driven insights to present compelling business cases help secure buy-in from all stakeholders. By fostering a culture of collaborative problem-solving, we ensure innovation is continuously nurtured across departments, resulting in cohesive and impactful experiences for our customers.

By aligning customer objectives with our business goals, value-based analysis helps foster stronger partnerships and drives sustainable revenue growth.

How do you train the team on building value curves and define rules of engagement across various stakeholders?
We engage with our team across India through immersive workshops that focus on understanding key value drivers from the customer’s perspective. These sessions teach the team to map out value curves by comparing competitors, evaluating gaps and identifying areas for differentiation. When it comes to defining rules of engagement, we emphasize the importance of clearly outlining each stakeholder’s role, with a focus on maintaining open communication channels and ensuring cross-departmental responsibilities are well-defined. We also incorporate real-life case studies and scenario-based exercises, giving the team hands-on experience in applying value curves in dynamic, real-world settings.

What about the training on achieving key sales metrics and operating in highly competitive environments?
Our sales employee training programs are designed to be goal-oriented, with a strong focus on aligning each sales activity to key metrics such as conversion rates, pipeline velocity and customer retention. We incorporate role-playing exercises, competitive analysis and simulations to sharpen the team’s pitching and negotiation skills. Additionally, we emphasize adaptability, teaching our team to adjust their strategies in response to competitive shifts. By leveraging data analytics to track performance, we continuously monitor results and fine-tune our approach, ensuring we remain competitive and excel in dynamic market environments.

Could you elaborate on the impact of value-based analysis and consulting tools on achieving business goals?
Value-based analysis plays a crucial role in identifying where we can create the greatest impact for our clients by focusing on business outcomes rather than just product features. Utilizing consulting tools such as ROI calculators, cost-benefit analysis models and competitive benchmarking, we clearly demonstrate the long-term value of our solutions in measurable terms. This approach not only strengthens trust with clients but also accelerates the sales process and increases deal sizes. By aligning customer objectives with our business goals, value-based analysis helps foster stronger partnerships and drives sustainable revenue growth.