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.…
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…
Why your customers are buying your products?
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…
How to build trust?
How to build #trust, when meeting a new client? Be genuine.Do not rush things.Don't give a sales talk.Get to know them better.Add value. These are some of the things that…
New Sales Playbook post Covid-19!!
Covid-19 has altered the business landscape. Forever. Sales playbook that we used so far does not work anymore. Post Covid-19, I don't think we are going to return to the…
LinkedIn Tip: How to network!
If you want to connect with someone you don't know, here is a tip: First follow them. They will get a notification that you followed them. They will look at…
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…
Conversation Starters!
How are you? That's weird & not what you should be asking your prospects or customers. It doesn't mean anything. Certainly not a conversation starter. For you to have a…
Optimism can win business!!
Little bit of negativity is enough to spoil. Imagine two glasses, half-full, one with water & another with coffee. Take one spoon of water & mix it into coffee. You…
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…