The moment I quoted my fee,…

He was an Operations executive from the Logistics & Supply Chain Domain. His company does “business and advisory consulting for transformation, growth, cost reduction across manufacturing, logistics and supply chain space.” He sent me an invite to connect on LinkedIn. There was no introductory note. But I still looked at his profile and accepted the… Continue reading The moment I quoted my fee,…

New Sales Playbook post Covid-19!!

Covid-19 has altered the business landscape. Forever. Sales playbook that we used so far does not work anymore. Post Covid-19, I don’t think we are going to return to the previous style of functioning. Right now, customers expect us to #bemorehuman. Some food for thought: Do we care for our customers? Genuinely? Do we understand… Continue reading New Sales Playbook post Covid-19!!

Rediscovering the “Art” of Prospecting!

John Barrows & M. Jeffrey Hoffman conducted the webinar “John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting” yesterday or today [depending on where you live :)]. I enjoyed it thoroughly. What an energy & insight. Learnt about “Why you? Why you now?” technique to turn cold calls and cold emails to hot… Continue reading Rediscovering the “Art” of Prospecting!

Where do you get ideas, ask my friends!

It makes me think. Where do I really get ideas to write? It’s a beautiful rainy day. Sitting by the side of the window in our beautiful office, my thoughts are flowing and my fingers are typing them as they flow. It’s 10 past 6 in the evening. Except for the occasional interruptions I have… Continue reading Where do you get ideas, ask my friends!

20 steps to becoming a “Trusted Partner” of your customer

Why should you become a Trusted Partner of your customer? Because, that is the only way you can do business with him/her. Trust can win you business and keep you in business. Old school techniques in Sales do not pay off anymore. So, things like smooth talking, hard persuasion, piling on the prospect, under-cutting, anti-marketing,… Continue reading 20 steps to becoming a “Trusted Partner” of your customer

How to eliminate the resistance to buy ?

As mentioned earlier in one of my previous posts, the buyer is anywhere between 60 and 70 % of his buyers journey when they decide to contact you or your company. But there is still some resistance to buy. Let us find out how to eliminate the resistance to buy. But let us first understand… Continue reading How to eliminate the resistance to buy ?