Come September
For anyone outside the Sales and BD community, it would appear obvious that one should take a “customer-first” approach to ask questions to understand the needs and wants, look for the right product/solution & take a consultative approach to help the customer in the buying process.
“Sales” should have been spelt as “Say-less”
For anyone outside the Sales and BD community, it would appear obvious that one should take a “customer-first” approach to ask questions to understand the needs and wants, look for the right product/solution & take a consultative approach to help the customer in the buying process.
Human: How to make the Sales and Marketing team to work together?
The myth of Daedalus and Icarus tells the story of a father, son, who used wings made of feathers and wax to escape from the island of Crete. Icarus was killed when he flew too close to the sun’s heat which melted the wax, though his dad warned him not to do so.
How to build a “customer first” organisation?
Customers are more independent and more informed.
You would have sensed that customers are becoming very impatient, wanting to do more with less.
Going by some of the past experiences, they have also become less trusting of businesses.
They have power at their fingertips: they share their dissatisfaction widely and loudly, and they can easily choose one of your many competitors.
How to select and go after the right Sales opportunity?
It is a big culprit that wastes the precious time of salespeople. Hence I decided to write about it so that YOU can avoid making the same mistake. It’s about Sales professionals going after Opportunities that aren’t well qualified. It hurts! Chasing the wrong deal not only hurts the salesperson’s chances of meeting his/her Sales quota. It also hurts the company at large – […]
What is the one thing to do before going on an important sales call?
How does the airline industry operate with less mistakes? If you are a Sales leader what can you learn from that?
How to sell the benefits to a customer?
Don’t sell the rose!
But what we end up doing all the time.
Hope you are well and keeping safe.
Now here is the situation aka the Use case: Man is meeting the love of his life and he wants to carry something special for her.
What are the top qualities of a good sales professional?
I asked this question to a select set of 12 leaders who hold positions such as Sales Managers, Business Unit heads, VP of Business Development, and Heads of Channels & Alliances. Between them, they had a total of ~200+ years of work experience and they had hired 100s of Sales Executives and Sales Account Managers during their tenure, so far.
What is important in a Sales team – Individual skills or Team skills?
And during the course of the tournament, the media was abuzz with comparisons that went overboard about – European teams’ style of play vs LATAM teams’; Neymar’s strike rate vs Messi’s strike rate; Netherland coach’s style vs Brazil coach’s style. And many such articles flooded online portals. At the end, Germany prevailed. And in what […]
What is the secret to succeeding in a Sales role?
In her decades of research on achievement and success, she has observed there are two mindsets – “Growth mindset” and “Fixed mindset”. Now lets peel the concept to look underneath. In a fixed mindset, people believe their basic qualities, like their intelligence or talent, are simply fixed traits. They believe they are born with it […]