Account Management Goals!
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…
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…
Success mantras for Sales growth!
Success mantras are the principles that help us grow and succeed in our life, career & business. These success mantras are the ones that I learned in my entrepreneurial venture.…
What can we do to make you sign-up?
Seller: "Sir, my boss thinks I am spending too much time on this deal. She says you will not buy from us. What is your advice to me?" If a…
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…
Who is your customer?
I remember my days selling Microsoft Office & Lotus Smart Suite, Lotus Notes [Domino] & MS Exchange, Oracle Work Group Edition & MS SQL Server, SCO UNIX Openserver & MS…
Tech in Sales!
Today, our success largely depends on how we use Tech in Sales. We will be left behind if we don't use Tech in Sales because our competitors are using the…
An Underdog’s strategy!
Have you ever seen a business welcoming its competition, much less with folded hands? When IKEA entered India during Aug 2018, online furniture retailer Urban Ladder did just that. "Namaste…