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My initial days in business!

Those were the days I didn’t know where to start.

I had started my consulting business and I was struggling to get clients. I was into pure play IT Consulting. Also, I had partnered with two software product companies then. It wasn’t easy.

That was the time, I was asked by some customers if I could help them find talent. I hadn’t thought of Recruitment / Placement as a business until then. I jumped at the opportunity. Like any normal sales guy would. I was and am a die-hard optimist.

My team & I went on to build a great name for the next several years. My company Gyanagni Consulting was synonymous with QUALITY. We found only highly talented people & spoke to them about our clients first. We didn’t speak about the opportunity first. Our approach was entirely different from the rest of the market.

I am a Sales guy. So, like any typical sales guy, I sold the jobs to the job seekers but only after I sold them on the Organization. I sent them an email with the JD and a list of reasons why they should consider joining my client. I doubt anyone did that during that time and many candidates had told me that that helped them take a decision.

Similarly, at the client’s end, my team & I wrote a summary page for each candidate. The summary page would have all the details and a note on the awards, certifications, attitude etc.

Several clients had told us that the summary page was phenomenal and that helped them save time. The profiles we shared with our clients were looked at with great respect.

Take away:

  1. One leads to the other. Treat all the small opportunities that come your way with utmost attention. Who knows, what’s in store.
  2. Add value howsoever small it is.
  3. Be human.
  4. Say thank you, as often as you can.
  5. Smile always.
  6. Spread the cheer.

Happy Selling!!

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Freedom from Fear!

If we think deeply on what’s stopping us from realizing our goals, it is nothing but FEAR.

Fear stops us from realizing our true potential.

But fear can be good as well. It can help us address problems early and solve them. Sometimes even before we encounter them. But solving problems before we encounter is being over cautious. That’s not necessary.

More than Planning and Execution, what is important is this: Persistence. That is the single most important ingredient for Success.

Persistence can be the antidote to Fear. There’s nothing that cannot be achieved with Persistence. Simply nothing.

In Sales, we have fear of rejection and that stops us from even approaching a client. The bright side is that there are a million Opportunities worth pursuing. There is someone whose needs you readily match. Find them. Get them. In the process, you will lose many opportunities, but that’s fine.

Fear need not be feared but needs to be addressed and overcome.

In Edward De Bono’s Six Thinking Hats, there’s a RED hat that signifies feelings, hunches and intuition. It is important to address fears, likes, dislikes, loves, and hates.

Even to Lose a game, we need to first PLAY.

So let’s PLAY without FEAR.

Happy Playing!

Happy Selling!

sales@zignalytics.com

#sales #fear #persistence

 

 

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Einstein asked for a bigger Dustbin!

That was a time when he was deported out of Germany and got asylum in the US.

He was taken to a new research centre allocated to him in Princeton.

They asked him if he liked the research centre. Is there any facility that is missing, they asked. He told them that the dust bin kept there is too small and he needs a bigger one.

Why, they asked.

“I am not an expert to do all the research 100% right, the first time itself. I will make mistakes. Hence, the need for a bigger bin.”, he told them.

Making mistakes is the first step to success.

But psychologically, that puts lot of pressure on us and we tend not to do anything so that we can avoid making mistakes. How smart, right? No.

Every single thing we do in day to day life goes through a learning process. We don’t know how to flash a smart card in the local metro, the first time we travel. But eventually, we get it right.

Life does not come with user manual. We learn by trial and error.

Fortunately, when it comes to Business or Sales, there are some specific methodologies, tried and tested ones. But that does not guarantee success.

Making mistakes is common. What is uncommon is taking up a work knowing fully well that we will make mistakes initially. And persevering until getting it right.

Having the determination to get it right, come what may, will lead us to Success.

Happy Succeeding!

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What helped me win deals & what didn’t?

It has been a roller coaster ride for me in the school of entrepreneurship. Once you become an entrepreneur, nobody tells you what to do and what not to do. You are the boss. And the buck stops at your table.

Well, choosing to have a mentor is definitely a good option. Even if you don’t have mentors, you should have some friends as your sounding board.

When I dissect my years of Sales experience, I can confidently say what helped me win deals and what didn’t.

What helped me win deals?

  1. My expertise.
  2. Becoming well known for my expertise.
  3. Meeting the decision maker face to face.
  4. Having tons of credibility.
  5. Being friendly yet professional.
  6. Slogging to gain the “trusted adviser” position.
  7. Selling myself in the first place and not the product or service.
  8. Providing value.
  9. Not selling on price.
  10. Valuing the relationship more than the deal.

What didn’t help me?

  1. The opposites of the above list – Quoting low price, not providing enough value, focusing on the deal & not on building the relationship etc.
  2. When I didn’t have any energy.
  3. Not understanding customer requirements.
  4. Not validating the prospects.
  5. Rushing the sales process and getting to the proposal stage too fast.

And tons of learning in the process. Still learning.

What were your learning? Have you ever thought about your peak performance and what went in to get that result. There lies the secret.

Step no. 1: Dissect your past peak performance.

Step no. 2: Repeat it.

Step no. 3: Fine tune it.

Step no. 4: Go to step no. 1.

Happy Learning!

Happy Selling!!

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What inspires me?

Bold ideas, empowering people, democratising the opportunities for everyone, having no biases, making everyone achieve are some of the things that inspire me. Working against odds gives me the adrenaline rush and pumps blood into my nerves. What seems impossible suddenly becomes possible. When someone says “you can’t do it”, I am inspired. That’s when I actually start my work. 🙂

Inspiration is everywhere. We just have to look around. And keep our eyes and ears open.

Inspiration is what drives us. That’s what make us reach our goals.

Now, what do we do to set the rhythm, get inspired and start achieving our goals one by one. The following will help us stay on track and keep our focus. But we can and should improvise on this.

  1. Keeping good company. Our friends, network, professional contacts make us what we are and what we will be.
  2. Constant thinking of goals.
  3. Checking progress everyday.
  4. Writing down our goals.
  5. Breaking them into achievable tasks.
  6. Completing the tasks one by one.
  7. Visualising the results.
  8. Keeping ourselves extremely busy and tight scheduled.
  9. Keeping confidential info confidential.
  10. Having a positive outlook on everything.
  11. Not wasting a second of our time.
  12. Getting out of comfort zone.

Stay inspired!

Happy Selling!!

#inspiration #sales #successtips

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Belgium Vs Brazil, the Story of an Underdog always inspires:

First & foremost, the underdog does not have any status to be safeguarded. It has no false sense of titles or ego. It operates without any such pressures. It knows that it is fighting a top dog & hence it does its homework, ups the game, puts up a tough fight & the best foot [a metaphor but literally in football :)] forward. It has minimal resources but uses them efficiently.

On the contrary, Top Dog thinks it is superior, unbeatable, strong, talented & nothing can stop it. It makes mistakes but fails to learn from them.

Fighting against odds is common. What is uncommon is not giving up till one succeeds. The fighting spirit inspires. It catches up with everyone like wildfire. It boosts confidence levels and spearheads one to higher efficiency levels of operating. We start thinking that we can reach our goals in spite of all these odds and work towards that.

I am inspired by Romelu Lukaku of Belgium who ran with the ball like a wild river till he passed the ball to Kevin De Bruyne who helped score their second goal.

Whatever it is, we need to enjoy the game 100% to be successful in it.

Fighting spirit sends blood to our nerves & we get unimaginable strength to win.

Happy Winning!!

#inspiration #success #sales

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What brings you to work everyday?

The following thoughts give me the adrenaline rush and get me to work:

  1. What value can I deliver today to my customers and prospects?
  2. What problems can I solve?
  3. How can I better my yesterday’s work?
  4. To learn something new today.
  5. Opportunities I want to create today.
  6. Activities that I had planned for the day.
  7. To help customers get what they want.
  8. Do what others will not do. Take action, that is.
  9. What trends can I set today?
  10. To have fun and enjoy the day.

Share your thoughts. Tell us what gives you the kick.

Happy Selling!!

#sales #activities #work #opportunities

Get in touch with us for any help in Sales:

sales@zignalytics.com

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Sales Experts you should follow!!

  1. Anthony Iannarino:
  2. Alice Heiman
  3. Britton Manasco
  4. Brynne Tillman
  5. Trish Bertuzzi
  6. Chad Burmeister
  7. Deb Calvert
  8. David DiStefano
  9. Dario Priolo
  10. Ed Calnan
  11. Evan J. Kesner
  12. Eric Blumthal
  13. Flyn Penoyer
  14. Josiane Feigon
  15. Geoffrey James
  16. Ron Hubsher

Please let me know of other Sales Experts, in the comments below.

#sales #salescoaching

For any help, get in touch with us at:

sales at zignalytics.com

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Lessons to be learnt from our failures!!

Failure is the best teacher.

One thing that is common to all of us is this: We all have failed at some point in our careers and/or business. Yes or No?

But what is not common to all of us is this: Some of us learn from those experiences whereas some of us don’t get it and keep making the same mistakes over and over again until, yes, until we learn from those mistakes. We fail only when we don’t learn from our experiences. It is important to learn from our experiences and not commit those mistakes again. And we should never stop trying and should dare to make “new mistakes” [read “new lessons”]. Life provides a canvas for us to draw anything we like.

Lessons to be learnt from our failures:

  1. What went wrong?
  2. What can I change, the next time I am faced with a similar situation.
  3. It is the effort that is important and not the outcome.
  4. I am happy that I tried and learnt yet another thing that will not work.
  5. Situation demands the best from me and I am capable of giving my best. Even if it is a cliche, I will repeat it: The best is yet to come.
  6. My homework needs improvement.
  7. My tools need sharpening.
  8. I need to believe even more in myself.
  9. I need even more dedication.
  10. I need to work smarter and harder.
  11. I should build on my personal brand.
  12. I need to do what others have never tried ever and thereby set a new trend.

Happy Selling!!

 

Photo by Braden Collum on Unsplash