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…
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,…
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…
Transcription Assistant!
It was July 2011. A marathon EGM was held at our apartment association. We were finalizing our Bye-Laws. Unfortunately, I was in the Management Committee then. I was the scribe…
Emotional Selling!
They say you need to attach "emotions" to your sales pitches. Ok, if you don't do pitches, you must tell stories. Whatever it is, you still need to sell. And…
How I landed my first job…
That was 1992. Landed up in Chennai after my Engg graduation. Took up a Scholarship exam conducted by NIIT. Those days, if you were not studying at NIIT, you were…
Microcall
A friend of mine called up the other day. It must have been a couple of years since we met or spoke. Yet, we spoke like as if we last…
Track your competition!
Those were the days I was hungry for leads. I used to trouble my tech support guys for leads. Not a good lead source, you say. Hang on. One such…
Copy the kids!
"Get up, Son!" called out a mom. "It is getting late for School, Son", she said. You have to take bath, say your prayers, eat breakfast. Get up! I don't…
Rediscovering the “Art” of Prospecting!
John Barrows & M. Jeffrey Hoffman conducted the webinar "John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting" yesterday or today [depending on where you live :)]. I…