Blogs by "Sanjiv Sinha"
Sanjiv Sinha

Sanjiv Sinha is the founder of Yellow Rickshaw (, a sales strategy consulting company for software companies. A veteran IT executive completely familiar with all aspects of the global software business - from development to sales, he has created high performing teams to sell software products and services in four different continents - North and South America, Australia and Asia. In addition, he has led consulting engagements in Europe. With over 23 years of experience in the trenches he truly understands what it takes to identify needs, differentiate offerings and position value in a crowded marketplace. When he is not working with his clients, he can be found spending time with his family, playing in a band, running and blogging about food.

  • A little thought goes a long way

    June 13, 2014

    My kids attend a public speaking course called “Think and Speak Up”. The main idea behind the class is that in order to be an effective public speaker, you need to think before you speak… MORE >>

  • It pays to be frugal – a list of money savers for companies

    May 19, 2014

    We Indians are notoriously cheap, second possibly only to the Chinese. There are countless comics in the US that make fun of both ethnicities, but for us it a point of pride, a virtue borne… MORE >>

  • Move vs Hire – establishing a beachhead in the US

    April 17, 2014

    I have written many posts on what it takes to enter the US market. Most of my past posts have been around sales and marketing. However, there is a much more fundamental, one might say… MORE >>

  • Go west my son; the Valley calleth.

    February 25, 2014

    Without a doubt the Silicon Valley or “Valley” as it is known leads the world in new technology breakthroughs. Day in and day out we hear of companies growing, getting acquired, of going public and… MORE >>

  • The curse of the horizontal solution or what to do when you think you have the product that can solve Global Warming?

    December 20, 2013

    There are many solutions that are targeted at a niche, that solve a specific problem. Selling these is relatively easy. You know the target, you know the problem. The challenge comes with the horizontal solutions,… MORE >>

  • The first call

    November 14, 2013

    The first call you make to a prospect is critical. It could make or break you. And yet, I find capable, well-meaning, highly intelligent people not putting in the effort to prepare for it. While… MORE >>

  • Brand “YOU” – guard it zealously

    October 01, 2013

    In the corporate world there are no certainties. There is never a “sure thing”, even the best businesses fail due to circumstances beyond their control. However, there is one thing that you can control: your… MORE >>

  • In praise of the Sales Playbook

    September 02, 2013

    There have been a lot of posts recently on the need to have a well-defined sales process: something I heartily endorse, by the way. The challenge often in smaller companies is that they are resource… MORE >>

  • Sell in the US from India or establish a beachhead abroad?

    July 26, 2013

    If you asked me this question five years back, I would have said unequivocally that you have to establish a presence in the US if you want to do business here.  My thoughts on the… MORE >>

  • Lead, but consciously nurture talent

    June 17, 2013

    My wife forwarded me an article recently that Booz & Co. had written on India’s leadership challenge. You can read the full article here. This confirmed something I have long suspected. While there are great… MORE >>

  • If you really have to enter the US market – some do’s and don’ts

    May 09, 2013

    A few weeks back I had written a post on entering the US market. It was very gratifying to see the response from so many of you on that post. So following the lead of… MORE >>

  • So you want to enter the US market

    April 03, 2013

    As many of you know, Avinash Raghava is a persuasive individual. So when he approached me first to write for Product Nation, after some hemming and hawing, I agreed. On a recent call, he told… MORE >>

  • “E” is for empathy

    March 09, 2013

    The last three business books I read were seemingly all different. “Wired to Care” by Dev Patnaik, “Nanovation” by Kevin and Jackie Freiberg and “Customer Centric Selling” by Michael Bosworth. The first was how humans… MORE >>

  • The three stages of the buying mindset

    December 06, 2012

    The buyer had told you that they were in the market for exactly what you were selling, and the timing couldn’t be better. The pricing was right and your solution met all the buyer’s needs… MORE >>

  • Does your customer know what you are talking about?

    October 31, 2012

    Let us face it, technology startups are often founded by geeks, employ geeks and hence are, more often than not, geekdoms. There is tremendous value in it. However, there is a significant downside to this… MORE >>

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