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 enjoyed it thoroughly. What an energy & insight. Learnt about “Why you? Why you now?” technique to turn cold calls and cold emails to hot… Continue reading Rediscovering the “Art” of Prospecting!

Sales professionals are positive thinkers!

I am passionate about Sales. I truly believe that Sales is one profession that is unlike any other. No business can survive if Sales does not perform and perform well. Come to think of it, all the sales folks across industry verticals share some common traits. They are all performers. They all think they are… Continue reading Sales professionals are positive thinkers!

Sales is not a sprint but a marathon!!

I happened to watch a portion of a documentary on marathon running. What I learnt is that it calls for more preparation than what is required for a sprint. Endurance is key for a marathon. While speed and agility are important for a Sprint, one should save energy and stay in the game at a… Continue reading Sales is not a sprint but a marathon!!

Big Potatoes rise to the Top on a rough road!

American football player Knute Rockne said this: “When the going gets tough, the tough get going.” When floods or Tsunamis cause a havoc, we have seen people rising to the occasion and providing help. What about the people who are affected? What do we learn from them? We will get to that in a bit.… Continue reading Big Potatoes rise to the Top on a rough road!

Where do you get ideas, ask my friends!

It makes me think. Where do I really get ideas to write? It’s a beautiful rainy day. Sitting by the side of the window in our beautiful office, my thoughts are flowing and my fingers are typing them as they flow. It’s 10 past 6 in the evening. Except for the occasional interruptions I have… Continue reading Where do you get ideas, ask my friends!

Sell without any fear

There was a lead that came in few months ago. As I normally do, I sent out an introductory email with details, fact sheet and other basic information about our product. No selling whatsoever. First of all, I don’t sell. I help customers solve problems. Followed by the introductory email, I called the customer the… Continue reading Sell without any fear