As a part of the EPGP Seminar Series, Mr Parveen Khokher, Vice President, C&I, Valvoline Cummins Pvt. Ltd. spoke to attendees about "Steering Business in the B2B Domain". He leveraged his 25+ years of experience in Sales, Marketing, Channel and Account Management and Customer Service to give industry insights to the students. He described his transition from the Automotive industry via the EPGP programme in 2010-11 to the Heavy equipment and eventually the Oil & Gas industry. To set the context, Mr Khokher gave attendees a brief description of the Indian lubricant industry landscape followed by an overview of Valvoline’s expertise. He walked the audience through what makes B2B different from B2C in terms of the customer pool, revenue, decision processes, business criteria and team competencies. He crystallised these B2B Sales fundamentals through a crisp case study covering pre-sales, sales and post sales scenarios while also explaining the importance of bridging the buyer-seller journey through “Lead to Order”, “Order to Cash”, etc. The session concluded with an entertaining Q&A session as Mr Khokher answered student’s questions in great detail.