The science of selling, engineered into your organisation.
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- Selling is a ‘Transfer of Emotions’.
- The buying decision is not rational. The buying process may be.
- SELLING is the highest form of SERVICE.
- An argument is about who is right. A discussion is about what is right.
- Sales people first achieve their target in the mind — only then do they realise it in the field.
- A sales team can’t create a brand. It can only do justice, or injustice, to the brand.
- A sales meeting is all about creating conviction on the plans.
- Sympathy is “I know what you feel.” Apathy is “I don’t feel anything about how you feel.” Empathy is “I feel how you feel.”
- Focusing on bigger customers helps us hit target — but ignoring the smaller ones can stop us getting there.
Four decades, distilled into a line.
Selling is a ‘Transfer of Emotions’.
The buying decision is not rational. The buying process may be.
SELLING is the highest form of SERVICE.
An argument is about who is right. A discussion is about what is right.
Sales people first achieve their target in the mind — only then do they realise it in the field.
A sales team can’t create a brand. It can only do justice, or injustice, to the brand.
A sales meeting is all about creating conviction on the plans.
Sympathy is “I know what you feel.” Apathy is “I don’t feel anything about how you feel.” Empathy is “I feel how you feel.”
Focusing on bigger customers helps us achieve the target — but not focusing on the smaller ones can prevent us from achieving it.
Selling is a ‘Transfer of Emotions’.
The buying decision is not rational. The buying process may be.
SELLING is the highest form of SERVICE.
An argument is about who is right. A discussion is about what is right.
Sales people first achieve their target in the mind — only then do they realise it in the field.
A sales team can’t create a brand. It can only do justice, or injustice, to the brand.
A sales meeting is all about creating conviction on the plans.
Sympathy is “I know what you feel.” Apathy is “I don’t feel anything about how you feel.” Empathy is “I feel how you feel.”
Focusing on bigger customers helps us achieve the target — but not focusing on the smaller ones can prevent us from achieving it.
“Selling is not an art you are born with — it is a science you can design, teach and master.”
— K. K. Srivastava, Believer & Practitioner of the Science of Selling
- MBA (Marketing), SP Jain Institute of Management & Research, Mumbai
- Certified Managerial GRID Facilitator (Blake & Mouton, USA)
- Empanelled EY Assessor
- Worked across India, USA, Canada, Russia, UK, Netherlands, UAE, Nepal & Bangladesh
Seventeen years leading sales.
Twenty-two years perfecting it.
Across a career spanning 39+ years, KK has lived commercial excellence from both sides of the table — first as a national sales leader at some of the world's most demanding companies, then as the consultant those companies call when their sales engine needs to be rebuilt.
In his corporate years he held P&L and national sales leadership roles at Gillette, ADF Foods, Marico, MAPI Inc. (USA) and Kansai Paints — managing teams of up to 500 and turnover of INR 150+ crore, and driving landmark launches including Duracell, Gillette Mach 3, Sensor Excel and Oral-B.
Since 2004, as Managing Director of Sales Excel, he has delivered 150+ projects for 90+ corporates across 10+ countries — with more than 70% becoming repeat clients.
Four decades, measured in outcomes
The numbers behind a career built on repeatable, predictable sales results.
Plus 100,000+ personnel trained through video-based coaching tools KK designed · 70%+ repeat clients
Strategy. Process. People.
Every high-performing sales organisation stands on three pillars. Get all three right, in that order, and excellence in execution becomes the natural outcome — not the exception.
Strategy
A Go-to-Market / Route-to-Market strategy that aligns with your customers and delivers revenue that is targeted, sustained and predictable.
Process
World-class field-sales and commercial processes — mapped, re-engineered and institutionalised as your team's repeatable “ways of working and ways of selling”.
People
Sales people equipped with the skills, tools and mindset to be genuinely world-class — from front-line teams to senior sales leaders.
Driving excellence in execution → maximising profitable sales growth.
90+ companies. 8 industries. 70%+ come back.
Consulting & capability, end to end
From the boardroom strategy to the front-line rep's daily call — one partner across the entire commercial value chain.
Sales Consulting
Performance-improvement & GTM-transformation projects covering sales strategy, process re-engineering and organisation (re)structuring.
Explore consultingCorporate Training
Four flagship program series — Business Managers, Sales Leadership, Sales Excellence and Selling by Design — contextualised to your industry and roles.
See training seriesSales Academy
Build a company-specific Sales / Service Academy: competency frameworks, assessment & development centres, and a self-running learning system.
Build an academyResearch & Benchmarking
Customer–supplier perception, market research and industry benchmarking studies — including Walmart India supplier surveys and CPWI (LOTs) work.
About the researchOpen Leadership Workshops
Inter-corporate open workshops for first-time managers and sales leaders — from “You Win – I Win” to 3D Sales Team Leadership.
View the calendarVideo Coaching Tools
Video-based sales coaching content — the same tools corporates have used internally to train 100,000+ sales & service personnel.
Learn moreWhere do you stand today?
Three complimentary diagnostic tools — one for organisations, one for practising professionals, one for those just starting out.
Sales Process Effectiveness Diagnostic
A structured diagnostic that scores how efficient and effective your field-sales processes really are — and where the biggest gains are hiding.
Start the diagnosticMy Sales Leadership Style
Discover your dominant sales-leadership style, based on proven managerial-grid principles, and how to flex it for stronger team results.
Find my styleMy Sales Aptitude
Considering a career in sales? Measure your natural aptitude across the core dimensions that predict success in a selling role.
Check my aptitudeTake the survey, claim your free gift
Your perspective helps shape KK's next research study and publications. Spend five minutes sharing your view of the state of sales in your industry — and we'll thank you with a complimentary gift.
- Short, five-minute, anonymous survey
- Early access to the resulting benchmarking insights
- A free digital gift from KK's publications
A gift, on us.
Our small way of saying thank you for helping the sales community learn from itself.
Ready to build a sales organisation that wins — predictably?
Whether you're a corporate looking to transform your commercial engine, or a professional investing in your own growth, KK would be glad to hear from you.
Prefer email? kk@salesexcel.com · +91 98100 16402