When I started my career in Sofware Sales, I had a colleague who was good at generating leads but not so good at closing them. His strength & weakness was…
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…
All of us like to buy. Don’t we? We think the product/service that we are buying: is going to make us a superhero.is going to make us look modern.will make…
Why can't elephants use computers? I will come to that in a bit. But before that, I must tell you about my recent experience while buying a high value product.…
I remember the time I met "Countrywide Financial" in Chennai for a software solution for their loan processing team. The interaction, the experience, and the subsequent proposal that the Projects…
There were two brothers. Their dad had passed away. Now, the property left by the father had to be split between the two sons. Left to themselves, they will fight…
My competitor sold more than I did. Do you know why? In the initial days of my sales career, I sold antivirus software. For a year, we had product specialization…
What do you stand to lose by not using metaphors in your communication? Before I get to that, let me talk about what happens in a typical sales process. We…
I am a great fan of emails. Even after whatsapp, messenger, skype etc, email still holds its place in this era of instant communication. But do we really know how…