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…
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In today’s scenario, a Sales leader should possess a strong heart, mind and muscles to excel at their job. You need to travel a path that hasn’t been traversed. The ablity of the company to survive depends on how fast you bring in the revenues. Most markets are getting commoditised and others needs a crazy…
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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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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…
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