09 Feb 2024

Influence, Sales Coaching
Unlock sales conversions using the principles of perasuasion
In the battlefield of sales of products or services, your proposal is your secret weapon. It is not a piece of paper or mere pdf document, but a gateway to a potential goldmine.  But often, we find ourselves stuck in the 'Proposal Purgatory' - that dreaded space where interest seems abundant, proposals are sent out, yet nothing happens. Should you follow up? Reduce your price? Or a...
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28 Aug 2023

Sales Coaching, Sales Training
[vc_row][vc_column][vc_video link="https://vimeo.com/858636108" align="center"][vc_column_text] Generative AI For Business Team After bursting on the scene late last year, ChatGPT reached its first million users in just five days. Since then, AI has become de rigueur for marketing, sales & HR departments worldwide. Now, if you aren’t using generative AI – or stil...
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20 Aug 2022

Sales Coaching, Sales Management
Sales KPI Calculator
In our last blog post Inside Sales Challenges Part1, we started a discussion about the biggest inside sales challenges and discussed lead generation. In part 2 we are going to discuss other big challenges that make every sales manager scratch their head - Measure and Track Sales Process. InsideSales.com after doing thorough research developed the 14 Magic Sales Metrics that the most s...
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19 Aug 2022

Sales Coaching, Sales Management, Sales Prospecting, Sales Training, Uncategorized
Selling is a pretty demanding job with plenty of challenges, no days are the same and nothing is straightforward but if one manages to navigate correctly is very rewarding too. Recent technological advances also help a lot to manage the activity easily and effectively but can also be very confusing and overwhelming at the same time. Inside sales are the type of sales that become ...
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04 Oct 2021

Sales Coaching, Sales Management, Sales Training
Sales training initiative India
Recently, we interviewed a client who is in a business for almost 25 years and their sales are primarily done from the field. The conversation went as follows: Q. When was the last time you took up sales training intervention? A. In our 25 years of working, we have never done training for the sales staff. Q. What prompted you to go for the sales training intervention now? ...
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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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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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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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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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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 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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19 Nov 2019

Sales Coaching, Sales Consulting, Sales Prospecting
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...
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17 Oct 2019

Sales Coaching, Sales Consulting
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...
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05 Sep 2019

Sales Coaching, Sales Consulting, Sales Enablement
Sales training initiative India
Hiring any service is a challenge as there are many factors involved which are not easily quantifiable and also cannot be tried like a product. Most people try to simplify by going with referrals or known contacts. That might work at the individual level, but at an organization level what is required is to follow a process and have a clear evaluation criterion. Just like evaluat...
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13 Jun 2019

Sales Coaching, Sales Consulting, sales CRM, Sales Enablement, Uncategorized
3 mistakes companies make in implementing sales CRM
Do you have a plan to implement Sales CRM in your organization or if you are using Sales CRM already, then keen to know how to improve the ROI? Then from our studies as well as interacting with companies who have successfully implemented the sales CRM, there are 3 common mistakes to be avoided. Not having a sales CRM Strategy The 1st biggest mistake is to roll out sales CRM with...
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30 Apr 2019

Sales Coaching, Sales Consulting, Sales Management
Can you increase price and retain your buyer?
The no.1 challenge most salespeople face in retaining their existing accounts is to keep them from switching to competitors. Due to this fear of losing customers, salespeople are always worried about communicating price increase to customers. Recently a client of ours told, " Many buyers threaten to switch to low priced competitors and hence our salespeople struggle to communicate pri...
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16 Apr 2019

Sales Coaching, Sales Consulting, Sales Management, Sales Prospecting
How to build trust with buyers
In the recent article from LinkedIn on the sales statistics, it is mentioned TRUST is the No. 1 attribute of the salesperson which is critical for B2B sales success. Here are the statistics, 51% of decision makers rank trust as the No. 1 attribute they want in a salesperson.Virtually 100% of sales professional say trust if “very important” or “important” to winning new business.88% of...
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