ISBN 978-1-923589-84-1
PAPERBACK
ISBN 978-1-923589-85-8
EBOOK
The Zero-Base Playbook
How to Win Landmark Financial Deals for a Company with Limited Brand Recall
For leaders driving growth in competitive markets, this book unlocks the Relationship-Based Selling (RBS) framework, proven to help small fintechs win complex banking deals. Grounded in strategy and experience, it bridges sales execution, leadership alignment, and long-term client trust.
As Sharad argues, if you want to succeed in B2B sales, invest in the relationship first and everything else will follow. I have known Sharad Thakore for well over ten years and I have seen him apply the principles and learnings outlined in this book with professionalism and fortitude. I commend this book to all those who wish to approach B2B sales with the same attitude.
-Paul Lahiff (Former Chair of the National Payments Platform (NPP) and UBank)
A true partnership emerges when the suppliers are flexible, offering trial periods, proof of concept environments, or even sharing best practices from similar clients. Sharad exemplified this in the truest sense.
– Wayne Beckley (Former Banking COO)
Why do so many tech sales teams fail to build lasting client value? Because they’re obsessed with the wrong thing: the transaction. In a world where a buyer’s personal value is twice as important as business value, this is a fatal flaw. Relationship-Based Selling (RBS) is the counter-intuitive playbook for those who understand that the real win isn’t the deal-it’s the trust that follows. It’s how you stop being a vendor and start building a legacy.
– Tim Barker Simson Operator and Strategic Advisor – Nakodo Former Managing Director (Asia Banking Industry) – Microsoft