January 23, 2020

Who is the right person to receive inbound leads?

Who should receive the ‘inbound enquiries/leads’ – Marketing, Sales, or ISEs? One of the biggest sources for leads is ‘inbound inquiries’. Everyone loves them – the prospects know your company and your solution and have a pain. These leads invariably close the fastest. The Sales leaders initially get this inbound leads source. But as the…

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Differentiating B2B services in a crowded market

How do you differentiate your B2B Services in a crowded maturing market? If you have already been sharpening your USP, carried out your STP exercises, attended design thinking workshops and are still not making any progress, perhaps it is time you changed the goalposts. You can try attacking customer experience! CX comes from the B2C…

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Do we ever sell “socially”

We never sell “socially”! Social Selling is not about selling. Not unless we are getting someone to buy something using a credit card online – and that falls under the purview of Digital Marketing. Social Selling is about researching, writing, reaching-out and nurturing buyer personalities on Social Media. It is about making the relationship so…

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Tips to make sales closures spread across the quarter

Nothing is more sacrosanct in B2B sales than closures. However, through bad habit and client conditioning, closures invariably get pushed to the last month, last week, last few hours of the quarter. Here are some tips to overcome this scenario: 1) Having weekly/monthly closure targets and reporting rather than quarterly targets. Many PAAS & SAAS…

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