30 Aug 2021

Sales Coaching, Sales Enablement, Uncategorized
trends in B2B selling free training
Whether one likes it or not, the COVID has changed the way B2B selling is being conducted. If you are mid sized B2B company, you must be wondering the pace of change and whether sales teams can adapt to this. If you are selling, you will be keen to know how can you be ahead of these rapid changes. For sales organizations of all sizes as well as salespeople, four related challen...
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16 Aug 2021

Sales Consulting, Sales Enablement
Why is type of selling required for B2B? Most people relate to sales based on everyday sales they have experience in their lives. Undoubtedly, every day we do many transactions of giving & take or buy and sell, but are these transactions really the same when it comes to doing sales with businesses and enterprises? Do these everyday sales help us in selling innovative solutions,...
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18 Jul 2021

Sales Coaching, Sales Management, Sales Prospecting, Sales Training
B2B Sales Prospects Qualification
Most of the sales process involves 8 to 10 steps as below and where do you think the difference b/w the high performers and average performers start? Preparation & Organization Prospecting/Qualifying Conducting a Needs Assessment Presenting Solutions to Needs Developing & Presenting Proposals Handling Prospect Resistance Closing Sales Professionally Following Up Sales Effective...
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23 Mar 2021

Sales Enablement, Sales Training
Having a competent sales team is one of the most important aspects of building a great business. But how to build the competency of the sales team? Most companies prefer to put the salespeople on the field and learn by themselves. Depending on the salesperson's ability to win new deals, achieve targets and overall experience determines the competency. This method can work but the cha...
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03 Mar 2021

Sales Prospecting
How to stand out from competition
If there is one thing that is scarce resource today, that is attention! Because our customers are flooded with sales, marketing, and various other forms of pitches from companies all hoping to win their business. Many are overwhelmed with this level of information or in some cases want to tune out. To overcome this one of the common approach being done is focus on quantity. Tha...
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31 Dec 2020

Sales Prospecting
Having B2B Sales appointments is the lifeblood for any business. That is because if you don't sales appointments you won't be able to generate sales revenues. And without the sales revenue, we all know business existence itself in question. Now when it comes to generating sales appointments, 2020 had been a watershed year. A lot of things got changed from the pure traditional mode...
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25 Oct 2020

Sales Enablement
Remote Selling in B2B Sales
Ever since the pandemic has struck, every business has been forced to look into adapting to new ways of doing business. The sales are no different. Especially if your clients are other businesses, right the prospecting, engaging clients, presenting, negotiations and closing has changed. The fact is change is not driven by the sales teams, but it is by the B2B buyers, decision-maker...
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22 Oct 2020

Sales Coaching, Sales Enablement
Neuro Persuasion To Help Buyers
Closing sales quickly is one of the biggest challenges in complex b2b sales. Many in sales complain that customer talked well, they liked our solutions but delaying the buying the decision. They have gone into cold storage! They aren't responding or giving some or other reasons! Tired of following up with them!! For example, in spite you knowing you can definitely serve the target...
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08 Oct 2020

Sales Coaching, Sales Prospecting, Sales Training
Innovation selling
Prospecting is one of the key activities of the B2B Sales professional. Accept or not, in most businesses, prospecting is undergoing major change with the penetration of internet and social media. Any B2B sales person, who has been in the industry will realize the way Buyers are slowing taking control of the sales process and traditional methods of cold calling, sending cold e-mails a...
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24 Aug 2020

Sales Consulting
Cold e-mail prospecting
E-mail is an essential part of the B2B lead generation and prospecting process. Pre-COVID with a lot of face-2-face meetings and conferences, e-mail was used more for transaction purposes. But top B2B marketers, Salespeople always know the power of e-mail and have been using E-mail as a primary way to generate leads and appointments ever since. And since COVID-19, the importan...
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23 Aug 2020

Sales Coaching, Sales Training
sales coaching conversation
A recently while talking to a consultant friend who is in the operations consulting and asked him, what is he doing towards sales, he said I am not selling anything. I kind of was taken aback and asked what he means by that? He said, I’m reaching out to all my past and current clients, not to sell them but to listen to them.  They’re going through a tough time right now and t...
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19 May 2020

Sales Coaching, sales CRM, Sales Enablement
Sales competency for sales performance
Sales performance of the organization is driven by many factors.  There are many external factors which determine sales performance but quite a few internal factors also matter a lot. Unfortunately, in organizations, these internal factors are neglected. Among the internal factors which affect sales performance, one of the key element is competencies of the sales team and capability ga...
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08 Apr 2020

Sales Coaching, Sales Training
Persuasion skills to sell your ideas
There is a lot of emphasis on coming up with innovative ideas and proposals in most organizations. Indeed many come up with good ideas too. But my own experience shows, it is one thing to come up with an idea, and it is altogether a different thing to sell or persuade others to agree to your idea. It is an art and a skill to persuade others to accept our ideas. And if you are a lea...
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06 Mar 2020

Sales Consulting
How to stand out from competition
Competition is the name of the game in most markets. One of the ways most companies want to stay ahead of the competition by being better than competitors. Most salespeople when they meet buyers, highlight how their solution is better in terms of pricing, features, service, etc. I will tell you, to stand out from the competition, why trying to be just better than the competitor is not...
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14 Jan 2020

Sales Coaching, Sales Training
Enterprise buyer types
Enterprise selling or B2B buying is complex and requires different tools and nuances than direct selling to consumers. One of the common challenges in enterprise selling is identifying the types of buyers one comes across. Most novice salespeople or even experienced ones do not approach multiple buyers in enterprise selling as differently. This is one of the primary reason why ...
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07 Jan 2020

Sales Consulting, Sales Training
Consultative selling in b2b sales
The word 'Selling' is something many people do not like to associate with. They feel 'Selling' is bad or is being pushy. Now even some salespeople don't find the word selling comfort to them. But irrespective of the word 'Selling' people like or not, everyone is seeking the benefits of selling. Whether someone is keen to convince his manager to develop a new idea, wants to influence t...
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07 Jan 2020

Sales Coaching, Sales Training
Sales training myths & facts
In today’s time, information is everywhere and everyone seems to have strong and better opinions. Instead of relying on facts, myths and misconceptions many times rule. Now when it comes to sales training or sales effectiveness programs, we hear many misconceptions organizations, sales leaders hold. This is also prevalent among sales professionals but our experience shows many ...
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01 Jan 2020

Real Estate Selling, Sales Prospecting, Sales Training 1 Comment
Rapport building in sales
You are working on 2 deals parallel for months, both the prospects are the right fit. But after working for months and giving equal effort to both, only one of the prospect signs the deal with you whereas 2nd prospect decides to go with a competitor solution. What really has happened? What has made the deal work with one prospect whereas another one who matched the same as first didn'...
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