Sales and Leadership Wisdom from the Leaders, Mr. Manoj Adlakha, CEO of American Express​

I asked Mr. Manoj Adlakha – CEO of American Express What does it take to be successful in B2B and B2C credit card selling? He replied I have had the privilege of running both B2B and B2C business for many year and now in my current role, I oversee them. In my opinion, a salesperson to be successful, should have strong fundamental knowledge, should be competent, right attitude and be result oriented.
One difference that I can point out is that B2B has to be more of a consultative selling as our clients there are CXOs – the CEOs and the CFOs. They are the ones taking the final decision, hence it is imperative to have strong knowledge about cash flows. At the same time, one needs to be more patient, as the gestation period in a B2B transaction can be fairly longer compared to that in B2C.

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