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Tell your Prospects to “Jump into the pool”

Not the exact phrase, I mean. Or even an equivalent phrase that means the same but replaced with your products / services, say for ex: "Get on board, Sign up soon". No. Instead, what I am asking you to do is this: When you align with your prospects and travel with them in their buyer's [...]

By |April 21st, 2016|Closing techniques, Sales|0 Comments

How to align with your prospects in their Buying decision process – Part II

It is not about you anymore. It is about them. The dialogue starts with them, their needs or problems, their Industry, the challenges in their industry, their competition, their achievements, awards, recognition, their goals etc. How you align with your prospects during their buying journey and how enjoyable you make it for them will determine [...]

By |April 13th, 2016|Aligning with Prospects, Sales, Sales Methodology|0 Comments

Buying Experience Index – BX Index – A Game Changer

I strongly feel that the Sales Performance of Sales people should be measured in terms of the Buying Experience of the Prospects measured through an Index. Let us call it Buying Experience Index [BX Index]. You are hearing this Term for the first time ever. I take pride in coining this term. I coined this [...]

By |April 12th, 2016|Buying Experience Index, BX Index, Sales|0 Comments

How to align with your prospects in their Buying decision process – first in the series

It is all about Aligning with your Prospects in their Buying decision process. It takes intelligence, maturity and experience not to be pushy or salesy during the sales process. Instead, understanding your Prospects' Buying decision process in detail and aligning with them in their process will help you land the deal. The power has shifted [...]

By |April 11th, 2016|Aligning with Prospects, Sales|0 Comments

What Questions to ask your Prospects ?

Here are some questions for you to ask your prospects early on in the Sales process [but not during the first call]. The answers can help you qualify the prospect. This is not in any order. You should pick and choose to suit your sales situation. You are the best judge of your situation. Sales [...]

By |April 9th, 2016|Sales|0 Comments

Which of these Sales methodologies do you use ?

What are Sales Methodologies ? Sales Methodologies are nothing but Strategies used in a Sales Process. We will come to the Sales Methodologies in a bit. Let us first look at the Sales Process. Sales Process is a series of steps right from the lead stage to the closing stage. It contains steps from lead [...]

By |April 7th, 2016|Sales Methodology|0 Comments

Internet of Things [IoT]

What is Internet of Things [or IoT]: It is a network where objects, animals or human beings are provided with Unique Identifiers [UID] with data transfer capabilities. With wireless technologies, sensors etc, IoT has evolved over the years. A person with a heart monitor implant or an animal with biochip transponder or an automobile with [...]

By |November 2nd, 2015|IoT|0 Comments

How to choose the right CRM for your Organization

A thoroughbred CRM Consultant will ask you a number of questions before suggesting the best CRM that would suit your organization. From your organizations perspective, you may start documenting your requirements. List down the features that you cannot live without [Must Haves or Mandatory]. These are the core problems you are trying to solve. Then list [...]

By |November 2nd, 2015|Uncategorized|0 Comments

Social Customer Era

I was talking to a friend who works with Juniper Networks sometime ago and he was talking about how his company is building up the Application Infrastructure, Network Infrastructure etc. He was giving me a heads up on how things are converging. He also told me how it is essential to identify someone [read customer] through [...]

By |November 2nd, 2015|Uncategorized|0 Comments

Life Time Value [LTV] of a Customer

Are you maximizing your revenue potential with your clients? Are you extending your Customer Life Cycle? Are you able to acquire net new clients, retain them and most importantly are you able to improve your profitability? Are you engaging your clients enough to drive their buying behaviour and get their mind share? Are you able [...]

By |November 2nd, 2015|Uncategorized|0 Comments