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...

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...

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...

19 Feb 2019

Sales is pretty demanding job with plenty of challenges, no days are same and nothing is straightforward but if one manage 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 is the type of sales which become more and more com...

14 Nov 2018

Sales data analysis for sales managers
[vc_row][vc_column][vc_column_text]In today's competitive market where salespeople are targeting different kinds of customers, selling different products, sales data analytics knowledge becomes an essential requirement for sales managers. With the help of the right data and the analysis, sales managers can identify the factors contributing to sales and identify the areas for future de...

28 Aug 2018

top 5 objections in sales and how to handle
When it comes selling, the critical skill required is handling objections. Starting with taking appointments,  fix up a meeting, trying to sell a prospective customer on buying your product, pricing discussions, you will have to overcome objections. Importantly, you should plan for these objections beforehand. How? By expecting them, and trying to preempt them. Here are the five...

29 Jun 2018

Consultative selling for B2B Sales
[vc_row][vc_column][vc_column_text]Ask any customers, how many sales executives they meet really know what they want, the answer is quite low. On one side, many sales executives think they know what their customers want, on the other side, many customers say, most salespeople they meet don't understand our requirements.  Why does this gap exist? Nobody wants to be misunderstood but st...

28 Apr 2018

Sales role in submitting RFP
[vc_row][vc_column][vc_column_text] The reality of the RFP's Quite a few companies rely on the RFP's to win new businesses. The moment the sales team sees the RFP and if it is in the scope of their work, everyone is excited, put them into the pipeline and start celebrating that the deal is theirs. The Sales executive starts working very hard, check and recheck ten times with various de...

14 Mar 2018

Unsold homes real estate sales
[vc_row][vc_column][vc_column_text]A recent article dated March 4th, 2018 from JLL India said there are close to 4.4L unsold homes in 7 big cities in India. The article goes to mention some of the macro reasons such as Demonetization, GST, RERA  has caused this big inventory. With an ever-growing population in key cities in India, demand always exists for quality homes in India. But in ...

02 Mar 2018

5 mistakes in luxury home selling conversations
[vc_row][vc_column][vc_column_text]Today real estate companies have adopted effective marketing channels and spend crores of rupees to generate leads. Same with luxury home companies and luxury home selling. To create enough touch points, companies are adopting digital, social media, content marketing along with traditional mediums of print ads etc which are proving very effective to gen...