Sales

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…

Details

Generating a Sales Pipeline from Social Media was never easy

The path of generating a sales pipeline from Social Media was never easy. There are 6 things you need to do to get Social Selling to work: 1) Research and do your Account Based Marketing2) Like /comment/ share sincerely before connecting3) Send highly personalised connection requests4) Start sharing content that the prospect can use5) Like/comment/share…

Details

“Which company should you try to sell to? “

When we were training our internal Sales and Telemarketing teams in selling large ticket ERP, we had a joke: 1. Target companies that are doing quite well – they have the cash flow to afford your solution. 2. Target companies that are doing very badly – their management will need to do something drastic to…

Details

Can Marketing make Sales Irrelevant?

Peter Drucker famously said, ‘The art of marketing is to know the customer so well that the product/service fits him & sells itself.’ In B2C, ‘perfect’ marketing indeed makes the job of sales easier, simple and more non-strategic. If you look at the way Kia Seltos and MG Hector have been priced and positioned in…

Details