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Consultative Selling

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Account Management Goals!

Posted by By Kannan_Kasi April 13, 2022Posted inAccount Based Marketing, Cold Calling, Consultative Selling, Customer Focus, Customer Relationship, Customer Service, Entrepreneurship, Large Account ManagementNo Comments
I wish, they: Give me heads up first.Champion my cause inside their organization.Really mean what they say. :)Be nice to me [only to me]. and the list goes on… This…
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Customer Relationship matters!

Posted by By Kannan_Kasi April 2, 2022Posted inAccount Based Marketing, Aligning with Prospects, Closing techniques, Consultative Selling, Customer Experience, Customer Focus, Customer Relationship, Customer Service, Large Account Management, Sales Call, Sales ProcessNo Comments
In my first job [Software Sales], I had a very knowledgeable colleague who was too good at opening doors in accounts. Customers were interested in listening to him. The way…
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Tools in your arsenal help you get clients!

Posted by By Kannan_Kasi January 26, 2022Posted inAligning with Prospects, Consultative Selling, Customer Relationship, ERP, Large Account Management, Problem Solving, Prospecting, Sales Methodology, Strategy, ValueNo Comments
Whether you are in the consulting space or not, you need to have tools in your arsenal if you are planning to signup a large number of clients for your…
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An idea for a Recruitment App got me a client!

Posted by By Kannan_Kasi January 21, 2022Posted inAligning with Prospects, Consultative Selling, Problem Solving, Recruitment, Sales, Sales ProcessNo Comments
How I got a client when I was looking for a software company to develop an app.
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What is cold calling in Sales?

Posted by By Kannan_Kasi September 22, 2021Posted inCold Calling, Cold Calling in Sales, Consultative Selling, Customer Relationship, Customer Service, Inspiration, Large Account Management, Lead Generation, Marketing, Motivational, Problem Solving, Prospecting, Sales Motivation, Sales Process, storytelling, Strategy, Success TipsNo Comments
How many times have we seen 'just out of college' kids carrying some books, stopping you on the pathway or door-knocking and saying: "This is not for Sale. This is…
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Social Selling!!

Posted by By Kannan_Kasi August 18, 2021Posted inAccount Based Marketing, Consultative Selling, Landing Page, Large Account Management, LinkedIn, LinkedIn Tips, Marketing, SaaS, Sales, Sales Methodology, Sales Process, Social Selling, Strategy, Success TipsNo Comments
A friend called me last Sunday. We spoke after a gap of few years. After exchanging pleasantries, he asked me what I get from one particular social media network. Well,…
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Selling to Engineering Companies is……a different ball game!

Posted by By Kannan_Kasi July 8, 2021Posted inAccount Based Marketing, Consultative Selling, ERP, Inspiration, Large Account Management, Sales Process1 Comment
That was a specialty chemicals company. They produced PP [Polypropylene] & HDPE. They were evaluating an ERP Software. I had completely forgotten my Mechanical Engineering when I met this client.…
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One of a kind Sales Strategy that I stole from a friend!

Posted by By Kannan_Kasi June 16, 2021Posted inAccount Based Marketing, Aligning with Prospects, Business Hacks, Competition, Consultative Selling, Counter Competition, Inspiration, Large Account Management, Lead Generation, Marketing, Motivational, Networking, Problem Solving, Prospecting, Risk taking, Sales, Sales Process, Strategy, Success TipsNo Comments
I instantly liked my friend's job & wished I had such a job too. My friend & I studied Mechanical Engineering together in college. We used to do 'Joint Study'…
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Emotional Selling!

Posted by By Kannan_Kasi May 18, 2021Posted inAccount Based Marketing, Consultative Selling, Sales, Sales Call, Sales Motivation, Sales Pitch, Strategy, Success TipsNo Comments
They say you need to attach "emotions" to your sales pitches. Ok, if you don't do pitches, you must tell stories. Whatever it is, you still need to sell. And…
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How to become a consultant?

Posted by By Kannan_Kasi April 28, 2021Posted inConsultative Selling, Prospecting, Sales, Sales Process, Strategy, Success Tips1 Comment
In my first job, I used to sell two or more competing products in any category [MS Office Vs Lotus Smartsuite, MS Exchange Vs Lotus Domino [notes], MS SQL Vs…
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