Classic negotiation tactic!
I had come across this situation many times in Sales. That is the customer saying, "the #deal is on hold". Isn't that a classic negotiation tactic? How do you respond…
Renewing old relationships!
That was a publishing company. They were our customers. But no one had visited them in years. One fine day, I visited them. I was allowed to meet the owner.…
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 Profitability
"Customer profitability (CP) is the profit the firm makes from serving a customer or customer group over a specified period of time, specifically the difference between the revenues earned from and…
Buying Signals!
Buying Signals are nothing but hints that the customer sends out [knowingly or unknowingly] during the sales process. If we are alert we will be able to catch it. Sometimes,…
Cold Calling! What to say?
Cold calling is not easy. You have brainstormed with your colleagues. Identified your ICP - Ideal Customer Profile. You have created a target segment based on that. Searched the web,…
Tools in your arsenal help you get clients!
Whether you are in the consulting space or not, you need to have tools in your arsenal if you are planning to signup a large number of clients for your…