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...

18 Mar 2019

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 & OrganizationProspecting/QualifyingConducting a Needs Assessment Presenting Solutions to Needs Developing & Presenting Proposals Handling Prospect Resistance Closing Sales Professionally Following Up Sales Effectivel...

26 Feb 2019

In our last blog post, 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 successful sales managers and s...

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...

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...

17 Jan 2019

sales team understanding
Are you facing situations where you are losing business and don't know the reason? Do you wonder if you just had magic wand using which you could know what exactly your customer wants? Or wonder why the customer who used to buy stopped buying? If you are facing any of the above, there is a way to know the answer. It is fact, one of the hardest things in business is knowing what th...

08 Jan 2019

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...

30 Nov 2018

Sales force automation not giving the results
[vc_row][vc_column][vc_column_text]Sales Force Automation software, sales tracking tools have been some of the latest technology trends to help companies improve field sales effectiveness, sales efficiency resulting in overall sales productivity improvements. Any organization which relies on field sales force would love to have a dashboard of what is happening on sales from prospectin...

19 Oct 2018

Ask any sales executive or sales manager, what is their biggest challenge when it comes to increasing their sales, their response is increased competition. No doubt, most companies are operating in a highly competitive environment. Take the case of the automobile market, whether it is for cars or 2 wheelers, there are 4-5 very strong players in each segment. There are 12-14 Sales CRM...

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 is...