Authentic Selling - Practical, Proven, Success Sales Strategies

23 Mar 2021

Sales Training and Evaluation: 10 Myth Busters

Prashanth G Sales Enablement, Sales Training

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...

How to build ideal prospects and get them to converse

Prashanth G Sales Prospecting

If there is one thing that is scarce resource today, that is attention! Because our customers are flooded with sales, marketing, and various other forms of pitches from companies all hoping to win their business. Many are overwhelmed with this level of information or in some cases want to tune out. To overcome this one of the common approach being done is focus on quantity. Tha...

How to make outbound prospecting generate B2B sales appointments in 2021

Prashanth G Sales Prospecting

Having B2B Sales appointments is the lifeblood for any business. That is because if you don't sales appointments you won't be able to generate sales revenues. And without the sales revenue, we all know business existence itself in question. Now when it comes to generating sales appointments, 2020 had been a watershed year. A lot of things got changed from the pure traditional mode...

Has the B2B Sales Changed Forever?

Prashanth G Sales Enablement

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...

How to close complex B2B sales quickly with emotional competence?

Prashanth G Sales Coaching, Sales Enablement

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...

How this single LinkedIn Profile change helps build trust with cold prospects

Prashanth G Sales Coaching, Sales Prospecting, Sales Training

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...

11 mistakes to avoid in e-mail cold outreach

Prashanth G Sales Consulting

E-mail is an essential part of the B2B lead generation and prospecting process. Pre-COVID with a lot of face-2-face meetings and conferences, e-mail was used more for transaction purposes. But top B2B marketers, Salespeople always know the power of e-mail and have been using E-mail as a primary way to generate leads and appointments ever since. And since COVID-19, the importan...

Listening is the new selling

Prashanth G Sales Coaching, Sales Training

A recently while talking to a consultant friend who is in the operations consulting and asked him, what is he doing towards sales, he said I am not selling anything. I kind of was taken aback and asked what he means by that? He said, I’m reaching out to all my past and current clients, not to sell them but to listen to them. They’re going through a tough time right now and t...

3 competencies of high performing salesforce

Prashanth G Sales Coaching, sales CRM, Sales Enablement

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...

Selling and succeeding in turbulent times of post covid19 world

Prashanth G Sales Enablement, Sales Training

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...

How to be persuasive in selling your ideas

Prashanth G Sales Coaching, Sales Training

There is a lot of emphasis on coming up with innovative ideas and proposals in most organizations. Indeed many come up with good ideas too. But my own experience shows, it is one thing to come up with an idea, and it is altogether a different thing to sell or persuade others to agree to your idea. It is an art and a skill to persuade others to accept our ideas. And if you are a lea...

What buyers seek during sales presentations?

Prashanth G Sales Consulting, Sales Training

What do buyer seek in your sales presentation?

Sales presentations are a very important part of the sales process. A simple definition of the sales presentation is Sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. But one...

How to stand out from the competition?

Prashanth G Sales Consulting

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...

Is your outbound prospecting generating sales appointments?

Prashanth G Sales Prospecting

As a business owner, salesperson, if I was given 3 wishes, I would want, More ClientsMore Repeat BuyersMore Referrals I am sure you agree with those wishes. But the question is how to make these wishes to reality? Whether you are selling enterprise software, technology solution, or running own franchise businesses, keeping your sales pipeline filled with sales appointments is...

What is Key Account Management in Sales

Krishna G Sales Consulting, Sales Management

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...

Know your 5 types of enterprise buyers

Prashanth G Sales Coaching, Sales Training

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 differently. This is one of the primary reason why ...

Consultative Selling in B2B sales

Prashanth G Sales Consulting, Sales Training

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...

Top 9 myths & misconceptions about sales training

Prashanth G Sales Coaching, Sales Training

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 ...

How to build rapport and gain instant trust with buyers

Prashanth G Real Estate Selling, Sales Prospecting, Sales Training 1 Comment

You are working on 2 deals parallel 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 didn'...

What differentiates high-performance sales vs. avg. sales organization?

Prashanth G Sales Consulting, Sales Management, Sales Training

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...