He was an Operations executive from the Logistics & Supply Chain Domain. His company does "business and advisory consulting for transformation, growth, cost reduction across manufacturing, logistics and supply chain…
That was a specialty chemicals company. They produced PP [Polypropylene] & HDPE. They were evaluating an ERP Software. I had completely forgotten my Mechanical Engineering when I met this client.…
My worst ever experience with a prospect. Like everybody else, I too write about only my good experiences. But the truth is that the bad experiences teach us what they…
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…
I have often faced objections in Sales. It is a good thing to happen. The prospect has given you a reason to continue to interact with him/her. I had been…
When I started my career, I used to cold call, collect business cards, build a database in MS Access, send mass mails [through post & not email], meet customers without…
I was patiently waiting at a clients place to sell a particular software, let us call "Product A". I knew before-hand that I am likely to meet a foreigner, a…
Well, I am a great fan of emails. After the invention of wheels, I consider email application as the greatest invention. Even after whatsapp, messenger, skype etc, email still holds…
What Sales methodologies do you use ? Situation, Problem, Implication, Need-Payoff, popularly known as SPIN Keeping it Simple, being iNvaluable, Aligning your activities with your Customer's priorities or SNAP Conceptual…