11 Feb 2022

Selling features vs benefits
  Sales success is defined by how well one understands the psychology of selling and buying. In this article, you will learn a key factor that influences your buyer to take action more than any other factor. This is to do with understanding what motivates the buyer to take action and what is the No. 1 persuasive sales skill to be used. What is in it for me? (WIIFM) The first rule of sale...

30 Aug 2021

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...

16 Aug 2021

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,...

23 Mar 2021

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...

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...

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...

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...

11 Oct 2019

Consultative selling for B2B Sales
Recently one of our clients said, many of the prospects book appointments but not many show up for consultation. What is exactly happening here? This is not just for appointments, we see many times, the sales team members commit to their next month targets, but hardly stick to it. Like this many commitments, each of us makes, but we don't stick to it. What is the reason? As per R...

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...

05 Sep 2019

How to measure training intevention
Sales training is an integral part of the business of any company. But many organizations have doubts about the trainings because they worry about the investments not giving returns. Or the other way it is not knowing ways to measure the success of the sales training in an objective way. However, what begs to be answered is, how do most companies who continue to invest in training...

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...

15 Feb 2019

When it comes to sales training initiative, measuring the success of sales training or ROI in terms of business results is not clear. This inhibits many businesses to take up sales training initiatives. Many companies we meet ask this question about sales training. Since I am investing money on this training, how do I clearly measure the impact with respect to business results such as...

08 Feb 2019

Depending on the business types, buying environment, solution types, selling and sales complexity must vary. In the article, we had mentioned 4 types of sales expertise depending on the buying environment and solution type. Just for brevity, let us put this again here, Sales people expertise vs solution type As we can see from the above 2x2 matrix when the buying envir...

31 Jan 2019

What actually results in sales success? This is a difficult question and there is no one answer. Some say sales success is driven by process, structure, whereas others say sales is all about building relations. The answer lies in the combination of these. Sales is as much an art as science. Many of you, would have come across someone who in spite of not having a sales process, produc...

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...

10 Sep 2018

sales people role for different buying environment
[vc_row][vc_column][vc_column_text]In one of the foremost referred article of Theodore Levitt on Marketing, this is what is said b/w sales & marketing In the [traditional] selling scheme the seller is located at a distance from buyers and reaches out with a sales department to unload products on them. This is the basis for the notion that a salesperson needs charisma because it...

14 Apr 2018

How to sell better customer experience as differentiation
[vc_row][vc_column][vc_column_text] What are you differentiating from competitors? Businesses today are changing and so too the buyers. If a company is operating in the competitive environment, then showcasing the better quality and low price of product or service have been key differentiating factors. Things have been changing. Buyers think the high quality is a necessity. With most co...

22 Jan 2018

Sales Training Company in India
Every sales manager loves to do sales forecasting, despite the fact that it’s a very difficult undertaking and the further fact that forecasting accuracy is nearly impossible. There are managers who forecast data not just for the quarter but for the complete year. In this situation, it’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Most sales manag...