Nothing gets the adrenalin flowing more than organising a good event that generates million-dollar opportunities for a B2B. The highs are very high & lows are quite low! Here are some tips on how to maximise success with an event: 1. Agenda drives speakers which drives attendance. Don’t waste too much effort on food and…
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Some of the fastest growing B2B companies in India are building their entire pipeline through LinkedIn. What’s your excuse if you are in B2B sales whose buyers are on LinkedIn – and you are NOT into social selling? Here’s how to get started: 1. Create content that you feel excited to write about. It should…
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More than 2/3rd of a salesperson’s time goes in follow-ups. Selecting the right prospect to go after is vital. Going too mass-market will result in you chasing buyers without budget or authority; going too narrow will entail you chasing ET 500 CIOs who already have 100s of vendors behind their backs! How can you decide…
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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…
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There’s something in the buyer psyche that’s part feudalistic, part inability to say NO, and part pester avoidance behaviour. These are contributors to a buyer’s act of going silent. However, this doesn’t need to be the case. The golden rule to foster and sustain lasting relationships is to treat customers the way you want to…
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