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…
Read more
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…
Read more
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…
Read more
What is the Secret tool for SAAS success? Simply creating is not enough – selling is required. However, selling alone is also not enough – customer usage and engagement is needed. Most multi-user B2B SAAS products are priced cheap, as opposed to their selling effort required. This is done with the fond hope that once…
Read more
How should sales leaders plan for the Oct-Nov-Dec quarter – where potentially 25% of the days can be holidays? October 2nd is one of the first days of Q4 – the birth anniversary of Gandhiji – this is a time to relax, lick one’s wounds and enjoy the laurels of the previous quarter’s exertions. Most…
Read more
