The Strategy Skills Podcast: Strategy | Leadership | Critical Thinking | Problem-Solving28 Jan

623: Bain's Rishi Dave, the Secret of Top Sellers (Strategy Skills classics)

In this episode with Rishi Dave, a partner in Bain's Commercial Excellence practice with deep expertise in B2B marketing and digital marketing, he explains the concept of a "Day 1 List" in B2B sales and marketing and the three things that will get a supplier or seller on the list. Rishi also discussed what a "sales play" is, how to build it, institutionalize the knowledge within the company, and get the sales team to adopt the sales play to fulfill their potential and increase their productivity and sales.

Rishi Dave partners with CMOs and management teams to drive marketing transformations and build modern marketing capabilities. He serves as an expert on the implementation of Bain's B2B Marketing Diagnostic and Sales Play System.

Rishi has held global CMO roles at public technology and cloud companies, including Dun & Bradstreet, Vonage, and MongoDB. Prior to these roles, he served as the global head of digital marketing for Dell's B2B businesses. Rishi started his career at Bain & Company.

As a marketing executive, Rishi has built world-class marketing organizations and capabilities that have driven top-line growth leveraging the right marketing technology, data, analytics and content strategy. Rishi has driven major brand and messaging transformations, reimagined digital customer experiences, and built and scaled go-to market models.

Rishi earned an MBA in Marketing from The Wharton School at the University of Pennsylvania as well as a BS in Chemical Engineering and an AB in Economics with Honors from Stanford University.

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Episoder(500)

685: Fair Shake: Women and the Fight to Build a Just Economy (Strategy Skills classics)

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684: Founder and CEO of Triggers, Leslie Zane. The Power of Instinct: The New Rules of Persuasion (Strategy Skills classics)

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683: Professor of Finance at Copenhagen Business School, Jesper Rangvid, on the End of 40 Years of Falling Interest Rates

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7 Sep 50min

682: Founder and CEO of High Alpha Innovation, Elliott Parker. The Illusion of Innovation (Strategy Skills classics)

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2 Sep 48min

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31 Aug 40min

680: Psychotherapist, Glenn Hutchinson, on Why Good People Cheat: What Infidelity Reveals About Decision-Making

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26 Aug 45min

679: Director of the K. Lisa Yang Global Engineering and Research Center at MIT, Amos Winter on Global by Design

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24 Aug 58min

678: Social Organizational Psychologist, Jeremy Pollack, on Why Smart Leaders Still Fail at Conflict Resolution

Jeremy Pollack, PhD, argues that most workplace conflicts cannot be resolved by negotiating solutions alone. Before people can solve a problem together, they must first feel understood, respected, and...

19 Aug 43min