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…
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…
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 (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 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 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,…
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…
Years ago, Ponds Talcum Powder was selling in huge quantities in Namakkal/Salem area in Tamilnadu. It was unusual. So, they set out to find the reason for this. You will…