02 Oct 2018

Make sales leaders sales champions with sales coaching
In the article, 10 characteristics of super coach we shared what are the 10 characteristics of a sales coach. In this article, we will focus on addressing some of the common misconceptions around coaching. Before that, let us understand again why coaching is important Why Sales Coaching? One of the key difference with respect to high performing organization vs average org...

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...

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...

14 Aug 2018

What motivates Sundar Pichai to be best CEO?
[vc_row][vc_column][vc_column_text]Sundar Pichai, CEO of Google is rated the best CEO and known to be the best manager. What motivates Sundar Pichai to be a good manager? As a sales leader among many managers reporting, do you see a difference in their performance? Ever wondered why do some managers are self-motivated and work whereas other's need a constant push? Why some managers...

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...

10 May 2018

[vc_row][vc_column][vc_column_text] [/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_column_text] Selling is not easy! The market keeps changing with many changing factors like entry of new competitors, demands of customers, new product launches, sales team attrition etc. Salespeople must constantly upgrade themselves to the changing needs. Hence, Organizations make continu...

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 Apr 2018

How to sell better customer experience as differentiation
[vc_row][vc_column][vc_column_text] What are you differentiating from competitors? Businesses today are changing and so too the buyers. If a company is operating in the competitive environment, then showcasing the better quality and low price of product or service have been key differentiating factors. Things have been changing. Buyers think the high quality is a necessity. With mos...

31 Mar 2018

5 rules for hit sales target?
[vc_row][vc_column][vc_column_text] The new financial year is starting and most of the companies would have already given their sales target or in the process of giving the sales target sheet to the team. Meeting sales target is becoming more and more challenging and even experienced salespeople are finding it difficult at times to meet sales target let alone exceed. In the article 3 t...

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 ...