There could be 3 scenarios while you are selling: a) You are growing @1000% CAGR & you can’t find/train sales-people fast enough to fulfill the market demand. Congrats! Its a good problem to have. b) More likely – you are struggling to sell yourself. You don’t have the sales muscle or you haven’t explored what…
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CEOs are unanimous that finding & managing good salespersons is one of their biggest challenges. You need a person with extraordinary motivation, persistence & discipline; an ability to understand & explain its stuff; superlative research skills & even bigger influencing skills – and that’s not enough! They can never be born – you have to…
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You may be unimpressive, may not understand customer needs, and communicate poorly. You may still survive in sales. But there is one thing that will spell doom for your sales career. It comes in three alphabets – EGO. PRINCIPLE 1: The prospect is allowed to hurt your ego – but you can never hurt theirs!…
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For success in sales we need passion. And when we get rejected after passionate efforts – which we invariably do – we feel the pain. Different people deal with rejection differently. We typically either ‘bottle-up’ or ‘brood’. The better way to deal with rejection is: 1) Radically accept all the emotions that come with rejection.…
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One big learning we get when talking with international peers is – we see the world of B2B marketing converging worldwide. Ruth Stevens talk about US B2B marketing trends: 1. marketing priority by far – increasing sales leads-CHECK 2. Millenials enter the buying group & influencing buying-CHECK 3. Number of decision makers increasing – CHECK…
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