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...

12 Sep 2019

We keep meeting many companies and also salespeople. When we ask, what are their biggest challenges, 2 common challenges expressed are pricing and competition. Most buyers are challenging the salespeople on the pricing part and there is always a competitor who is out there who is willing to undercut the price to win the orders.  How do sales team can handle this? Firstly ...

05 Sep 2019

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...

25 Jul 2019

Handling B2B Pricing challenges
How would you respond if your customer says any of these below? I will buy the product provided you discount 30% There are other players who are giving 20% less, why should I buy from you? If you increase the price, I am planning to switch to another player I just listed 3 questions but as a sales person you might face many price related questions as above. So, in this article I a...

13 Jun 2019

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...

17 May 2019

Competitive selling
Recently one of our client who is into selling Auto component solutions wanted to know how to become the preferred supplier to some of their top tier vendors. The challenge he said is the customers are defining the specifications and also giving an acceptable price range. The customers are inviting many suppliers who can match the specification the vendor has defined. Client was ke...

30 Apr 2019

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 pr...

16 Apr 2019

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...

12 Jan 2019

Sales analytics is gaining popularity and most large companies with field force sales are realizing the importance of it. The definition of the sales analytics is Sales analytics is the process used to identify, model, understand and predict sales trends and sales results while helping in the understanding of these trends and finding improvement points. It is...

09 Nov 2018

Sales CRM, SalesForce Automation
Let's get this. Every company which has field force sales staff is keen to try out new technology to get more insights so they can improve sales team productivity. For this, technology solutions such as sales CRM, sales force automation software are the most popular. Technology companies promote claiming a huge scope of improvement in all sales related activities in using Sales CRM and S...