17 May 2020

5 tools to succeed in sales in 2020
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, from the Jack Welch Adapti...

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...

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...

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...

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...

15 Feb 2019

When it comes to sales training initiative, measuring the success of sales training or ROI in terms of business results is not clear. This inhibits many businesses to take up sales training initiatives. Many companies we meet ask this question about sales training. Since I am investing money on this training, how do I clearly measure the impact with respect to business results such as...

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...

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 differences with respect to high performing organization vs average organization...

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...

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 manager...

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 continuou...

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 wi...

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 most co...

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 tip...

02 Mar 2018

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...

16 Feb 2018

Sales coaching characteristics for managers
Can sales manager be good in sales coaching? Sales Coaching skills is becoming a common requirement for senior sales manager role. Why not, coaching is the most effective way to help people get the results. Whether you are a sales head or business owner, applying sales coaching skills in your working will produce tremendous results. Reality is, as sales manager role, it is easy to add s...

12 Feb 2018

Selling features vs benefits
In the 5 persuasion techniques sales executives must master article, we covered different persuasive sales skill techniques one can use, during the selling process. In this article, we will discuss one persuasive sales skill or key factor which influences your buyer more than any other factor. This is to do with understanding what motivates the buyer to take action and what is the ...

22 Jan 2018

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...