11 Feb 2022

Sales Enablement, Sales Management, Sales Prospecting
Selling features vs benefits
  Sales success is defined by how well one understands the psychology of selling and buying. In this article, you will learn a key factor that influences your buyer to take action more than any other factor. This is to do with understanding what motivates the buyer to take action and what is the No. 1 persuasive sales skill to be used. What is in it for me? (WIIFM) The first rule of sale...
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27 Jan 2020

Sales Consulting, Sales Management
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...
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17 May 2019

Sales Consulting, sales CRM, Sales Management
Competitive selling
Recently one of our client who is into selling Auto component solutions wanted to know how to become the preferred supplier to some of their top tier vendors. The challenge he said is the customers are defining the specifications and also giving an acceptable price range. The customers are inviting many suppliers who can match the specification the vendor has defined. Client was ke...
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30 Apr 2019

Sales Coaching, Sales Consulting, Sales Management
Can you increase price and retain your buyer?
The no.1 challenge most salespeople face in retaining their existing accounts is to keep them from switching to competitors. Due to this fear of losing customers, salespeople are always worried about communicating price increase to customers. Recently a client of ours told, " Many buyers threaten to switch to low priced competitors and hence our salespeople struggle to communicate pri...
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16 Apr 2019

Sales Coaching, Sales Consulting, Sales Management, Sales Prospecting
How to build trust with buyers
In the recent article from LinkedIn on the sales statistics, it is mentioned TRUST is the No. 1 attribute of the salesperson which is critical for B2B sales success. Here are the statistics, 51% of decision makers rank trust as the No. 1 attribute they want in a salesperson.Virtually 100% of sales professional say trust if “very important” or “important” to winning new business.88% of...
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21 Mar 2019

Sales Coaching, Sales Management, Sales Training
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 ...
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12 Jan 2019

Sales Operations
Sales analytics is gaining popularity and most large companies with field force sales are realizing the importance of it. The definition of the sales analytics is Sales analytics is the process used to identify, model, understand and predict sales trends and sales results while helping in the understanding of these trends and finding improvement points. It i...
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14 Nov 2018

sales CRM, Sales Management, Sales Prospecting
Sales data analysis for sales managers
[vc_row][vc_column][vc_column_text]In today's competitive market where salespeople are targeting different kinds of customers, and selling different products, sales data analytics knowledge becomes an essential requirement for sales managers. With the help of the right data and analysis, sales managers can identify the factors contributing to sales and identify the areas for future devel...
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22 Oct 2018

Sales Coaching, Sales Management
Do this instead of buffalo leadership
One of popular analogy being used in leadership is buffalo leadership vs geese leadership. Let us understand how this applies to sales management and sales leadership roles. One of the biggest challenges for being manager or leader is how to make his team members think and own responsibility on their own. This is not easier for many. Most companies have developed a system to identify be...
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02 Oct 2018

Sales Coaching, Sales Consulting
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 differences with respect to high performing organization vs average organization...
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10 Sep 2018

Sales Coaching, Sales Consulting, Sales Enablement
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...
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14 Aug 2018

Sales Management, Sales Training
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 manager...
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28 Apr 2018

Sales Management, Sales Prospecting
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 wi...
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14 Mar 2018

Real Estate Selling, Sales Management, Sales Prospecting
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. Bu...
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02 Mar 2018

Real Estate Selling, Sales Prospecting
5 mistakes in luxury home selling conversations
[vc_row][vc_column][vc_column_text]Today real estate companies have adopted effective marketing channels and spend crores of rupees to generate leads. Same with luxury home companies and luxury home selling. To create enough touch points, companies are adopting digital, social media, content marketing along with traditional mediums of print ads etc which are proving very effective to gen...
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22 Jan 2018

Sales Enablement, Sales Management
Sales Training Company in India
Every sales manager loves to do sales forecasting, despite the fact that it’s a very difficult undertaking and the further fact that forecasting accuracy is nearly impossible. There are managers who forecast data not just for the quarter but for the complete year. In this situation, it’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Most sales manag...
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13 Oct 2017

Sales Training
5 tips to retain top sales talent
Sales talent attrition is a foregone conclusion. A lot of managers know that team they manage will not be same in next 6 months but still don't know what can be done. Among most of the divisions of business such as R&D, Operations, Finance, Marketing, Customer support, Sales, the attrition levels in sales seems to be always highest. The companies must pay to find and qualify poten...
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