I found my niche early in my previous business. I was into IT Recruitment then. Like everyone else, I too helped clients hire whatever skill they wanted to hire. Java, .Net, and Testing were the skills in demand then. Over time, I wanted to do something different. I started telling clients where to hire from.… Continue reading Find your niche early!
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 part of our project. Take a look at this Encyclopaedia. If you buy this, then this book is free. And, normally this is priced at… Continue reading What is cold calling in Sales?
My Singapore days. Those were the golden days. It was tough, but I learned the ropes quickly, enjoyed it, grew the business and earned a good name from the only client I was handling then. I learnt quite a few things in such a short time frame. I was up to speed in no time.… Continue reading How to use a spreadsheet as a CRM tool?
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 Team & I put together was a learning experience in itself and the lessons learned in the process are not something they teach anywhere. During… Continue reading How to sell more by being Human!
I was taking a casual stroll one evening at our apartment complex. I saw a small boy, my son’s friend, after a long time. Both of us were wearing a mask. Me: Suhaas? Suhaas: Yes. Hi Uncle! Me: Hi Suhaas! Suhaas: How are you, uncle? I was pleasantly surprised. Me: I am fine, Suhaas. How… Continue reading 3 Lessons [Gems] I learnt from children!
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 with each other. Even if they don’t fight, they will be left with some unhappiness. But there’s a way out. What’s that? Just hang on… Continue reading How to split the Accounts?
My Wife, Son & I were travelling back to Bangalore from Chennai in a night train once. We got in to the train about 15 minutes before departure. That’s because we don’t like to board a moving train. We got in & found our berths. But there were people already occupying them. There were bags… Continue reading Say “NO”, when you have to!
It was around 8 pm. I was in office working on a proposal. There was no one else. The phone rang. I answered. It was Shiv, Head of Sales with one of our Reseller Partners. I was with Sonata, a major distributor of various packaged software products in India, then. Shiv wanted to speak to… Continue reading Working with Reseller Partners calls for some skills!
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 at our company. I specialized on AV. [That was not my choice but my manager’s.] The whole market was mine to take. No account restrictions.… Continue reading The strategy used by a competitor….
#AnchorClient is some one who has reaped benefits in the past or in the recent past from your products &/or services & continue to buy from you even today. I have had such clients & have also had other potential anchor clients slip through as well. Read the full story. That was a time I… Continue reading Anchor Clients!!