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…
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…
Social Selling!!
A friend called me last Sunday. We spoke after a gap of few years. After exchanging pleasantries, he asked me what I get from one particular social media network. Well,…
Say “NO”, when you have to!
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…
Perspective in Sales!
#Perspective roughly means "a feeling or opinion about something or someone" according to the dictionary. In other words, it's a viewpoint or standpoint. It has something to do with a…
Create a fast paced business climate!
I had just then begun to settle down in Mumbai. I started liking the place & the food. I fell in love with the business climate more than anything else.…
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…
Add Value, not Tax!
Once I was pretty late into an Account. The deal was almost signed when I entered. I couldn’t change it. Then something happened. I did the unusual.First, I didn’t walk…
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…
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…