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

In today’s time information is everywhere and you feel like everyone has strong and better opinions and that some times this leads to misconceptions. As a sales leader, one should be informed to avoid all sorts of confusion. Now when it comes to sales training or sales effectiveness programs, we hear many misconceptions organizations, sales leaders hold. This is also prevalent am...

01 Jan 2020

Rapport building in sales
You are working on 2 deals parallelly 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 did...

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...

21 Mar 2019

sales coaching conversation
Recently one of the participants said, he is having a hard time to get consistent delivery from his team members. No one seems to own responsibility and happy when they meet 70%~80% target. I am not very aggressive like other sales managers and I don't know what to do? I asked have you tried coaching the team members weekly or bi-monthly? He said, I hear a lot about coaching but I am ...

04 Mar 2019

Sales training initiative India
Recently, we interviewed a client who is in a business for almost 25 years and their sales is primarily done from 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? A. We are ...

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...

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...