How not to write emails!

Can you believe this? I just received an email from someone. [Fortunately, it was identified as SPAM and was in the spam folder.] It read something like this: “ Hi Scraped Apac, Wanted to check in again and see if you had any further interest in exploring your current online presence. Happy to pull together… Continue reading How not to write emails!

How to sell more by being Human!

I remember the time I met “Countrywide Financial” in Chennai for a software solution for their loan processing team. The interaction, the experience, and the subsequent proposal that the Projects Team & I put together was a learning experience in itself and the lessons learned in the process are not something they teach anywhere. During… Continue reading How to sell more by being Human!

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 at our company. I specialized on AV. [That was not my choice but my manager’s.] The whole market was mine to take. No account restrictions.… Continue reading The strategy used by a competitor….

My worst experience with a Prospect!

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 don’t teach at Harvard or IIM. But still we don’t talk about it. Though the bad experiences are more in number comparatively, I still write… Continue reading My worst experience with a Prospect!

Some quick tips for using LinkedIn well!

I am not a LinkedIn expert. But from following people who are experts, I understand that these are the steps to do well on LinkedIn: Be sociable. Build trust. Ask, how can I help you? Sell, only when the buyer reaches out to you. Be consistent on value addition on the platform. Share your comments… Continue reading Some quick tips for using LinkedIn well!

How to become a consultant?

In my first job, I used to sell two or more competing products in any category [MS Office Vs Lotus Smartsuite, MS Exchange Vs Lotus Domino [notes], MS SQL Vs Oracle WG / Ent, Scala Vs Oracle Apps etc]. In such a scenario, I was more successful, when I probed deeper & then suggested a… Continue reading How to become a consultant?