What is the middle ground of the intense discussions between CMOs and VPs of Sales on the number of leads that Marketing should give Sales? Face it – decreasing number of well qualified leads is a prevailing trend across countries, companies and industries. You will have less leads today than you had 3 years back…
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How to keep your salespersons honest?A common opinion that is prevalent among CEOs is that all salespeople are dishonest by nature.However, this is a misconception. It all depends on the traits that the salesperson was hired for, and the sales process itself (whether it encourages dishonesty or discourages it). A salesperson’s honesty is not innate…
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Some counterintuitive customer-centric lessons from Zerodha – the Bengaluru-based retail broker that has embarrassed many ‘Bombaiya’ brokers: 1. Zerodha claims that no employee carries a revenue target. Targets are good but they lead to pressure and disruptive behaviour (read that as mis-selling). Happy, non-pressurised and well-supervised salesmen sell more! 2. If you call their customer…
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Here are 10 pointers for a newly minted salesperson which will help you get over the initial hurdles of sales:1. Respect yourself. Don’t beg, oversell or sell short – however high the pressure may be. 2. It is okay to have self-doubts – but try and fake confidence a bit – soon it becomes real.…
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That’s because you don’t treat them right. You treat them like a member of your list to be incessantly called till they pick up your phone; recipient of your vomit of a pitch; or a sales-message the moment after you connect with them on LinkedIn. Respect is not doing ji-hoozuri /”yes sir / no sir”.…
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