25 Oct 2020

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...

22 Oct 2020

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...

08 Oct 2020

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...

24 Aug 2020

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...

23 Aug 2020

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...

19 May 2020

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...

17 May 2020

5 tools to succeed in sales in 2020
COVID19 has changed the way business is conducted worldwide. This is relevant to the way the sellers engage the buyers. The current environment of low touch economy or social distancing demands that the field sales team must transition from outside sales to remote or virtual sales. Any change is not easy but change is a must. As the below quote says, If the rate of change outsi...

08 Apr 2020

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...

06 Mar 2020

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...

14 Jan 2020

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 different. This is one of the primary reason where ...

07 Jan 2020

Consultative selling in b2b sales
The word 'Selling' is something many people do not like to associate with. They feel 'Selling' is bad or it is being pushy. Now even some of the 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, want to in...

07 Jan 2020

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 ...

01 Jan 2020

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'...

12 Dec 2019

Sales performance culture
Q. What really differentiates a high-performance sales team vs avg. performing sales team? A. Good training that's it, quick answer! OK! As a sales training and coaching firm, you may think that we are just selling the concept of sales training! So don't take our word for granted! Most people believe products, good market access, experienced sales team matters. We definitely...

04 Dec 2019

Sales negotiation is quite easy provided one is very well prepared in the overall subject. But what most people overlook is the process part of the negotiation. There are many elements that go into the sales negotiation and it is difficult if one doesn't stick to a process. In this blog, we will list the 7 common elements of any sales negotiation. The priorities and importance of...

19 Nov 2019

Innovation selling
Recently we worked with a company that wanted to serve the education institutes with the innovative solution towards teaching in an experiential way. There is a lot of innovation that has gone into this solution to understanding current student grades, their gaps, progress. But when salespeople visited and promoted these solutions, the response wasn’t great from the teachers as well...

06 Nov 2019

Mental barriers for sales success.
Everyone in sales is looking for success, but very few are able to achieve it consistently. Why is that? There are many reasons, but primarily selling is not taught formally anywhere and many are naturally not good at sales. Also, the salespeople are under pressure that most people can't take. Selling requires to be of help, be at ease with people who have little or no wish to se...

17 Oct 2019

Many sales opportunities get stuck at the end of the sales process and do not close, leading to frustration for sellers. Especially in the B2B sales with all the hardwork of proposals, pilots or demo stages and presenting the commercials, some buyers catch cold-feet and delay the closing. How can this be addressed is a common question among many salespeople? One of the key rules t...