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…
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.…
Find your niche early!
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,…
What is cold calling in Sales?
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…
How to use a spreadsheet as a CRM tool?
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…
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…