Sales pressure & Customer resistance!
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…
Customer Relationship matters!
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…
Customer expectations!
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…
Customer Service by going the extra mile!
I'm a real human! It has now become very essential to state that. With the advent of chatbots, you don't know if you are chatting with a human or a…
SaaS recommendation platforms!
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.…
How to sell more by being Human!
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…
How to split the Accounts?
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…
The strategy used by a competitor….
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…
Using Images & Metaphors in Sales!
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…
How to write good emails?
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…