You don’t get a lead by pushing, begging, or requesting a meeting. You get a meeting by enchanting the prospect enough to pull them to a meeting! How do you enchant? Either your company is like Amazon Web Services or a Tesla when they launched – a new solution with ‘magic powers’ that everyone wants…
Read more
If you are in Market Research, you might envy the creative storytelling of Advertisers If you are in Advertising, you might envy the power of the Brand Managers If you are in Branding, you might envy the freedom your Sales colleagues have If you are in Sales, you might envy the power the CEO has…
Read more
India is probably the most value-conscious market in the world. Selling in India – we can’t but avoid the great Indian general – General ‘Value For Money’ – like the great Russian General ‘Winter’ that Napoleon encountered while invading Russia. Maybe we should learn from Picasso while selling in India – A woman strolling in…
Read more
One of the most ticklish yet interesting moments in sales is to have to tell a prospect – “Sorry – we don’t see you being able to buy our product – and we don’t want to waste our time pursuing the sale with you.” Do it literally & you have a prospect who is an…
Read more
I was talking with a CEO who said that ‘all salespeople by nature are dishonest – <a choicest Hindi abuse>’. I winced. I told him, Not necessarily. It depends on the traits you hired for & the sales process you have that encourage or discourage honesty. A salesperson’s ‘honesty’ is not just innate – it…
Read more
