06 Mar 2020

How to stand out from competition
Competition is the name of the game in most markets. One of the ways most companies want to stay ahead of the competition by being better than competitors. Most salespeople when they meet buyers, highlight how their solution is better in terms of pricing, features, service, etc. I will tell you, to stand out from the competition, why trying to be just better than the competitor is not...

04 Feb 2020

Sales prospecting secrets
As a business owner, salesperson what 3 wishes would you want to happen? It is More ClientsMore Repeat BuyersMore Referrals For these wishes to happen, what is that one skill that can help you the most? It is about prospecting. Prospecting skill that helps to generate consistent appointments which in turn leads to sales. Whether you are selling a enterprise software, technology...

27 Jan 2020

KAM
You must have heard people working in big companies use the terms "key account management" and "strategic account management" every now and then in their conversations and discussions. But if you ask each one of them “What is key account management?” or “What do you mean by strategic account management”, be assured you will receive a different answer or explanation from each one of t...

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

b2b Sales training misconceptions
In today’s time, information is everywhere and everyone seems to have strong and better opinions. Instead of relying on facts, myths and misconceptions many times rule. Now when it comes to sales training or sales effectiveness programs, we hear many misconceptions organizations, sales leaders hold. This is also prevalent among sales professionals but our experience shows many ...

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...

04 Dec 2019

B2B Sales Negotiation
Sales negotiation is quite easy provided one is very well prepared in the overall subject. But where 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 o...