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22 Oct 2018

Sales Coaching, Sales Management
Do this instead of buffalo leadership
One of popular analogy being used in leadership is buffalo leadership vs geese leadership. Let us understand how this applies to sales management and sales leadership roles. One of the biggest challenges for being manager or leader is how to make his team members think and own responsibility on their own. This is not easier for many. Most companies have developed a system to identify be...
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19 Oct 2018

Sales Consulting, Sales Training
Sales competition
Ask any sales executive or sales manager, what is their biggest challenge when it comes to increasing their sales, their response is increased competition. No doubt, most companies are operating in a highly competitive environment. Take the case of the automobile market, whether it is for cars or 2 wheelers, there are 4-5 very strong players in each segment. There are 12-14 Sale...
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02 Oct 2018

Sales Coaching, Sales Consulting
Make sales leaders sales champions with sales coaching
In the article, 10 characteristics of super coach we shared what are the 10 characteristics of a sales coach. In this article, we will focus on addressing some of the common misconceptions around coaching. Before that, let us understand again why coaching is important Why Sales Coaching? One of the key differences with respect to high performing organization vs average organization...
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10 Sep 2018

Sales Coaching, Sales Consulting, Sales Enablement
sales people role for different buying environment
[vc_row][vc_column][vc_column_text]In one of the foremost referred article of Theodore Levitt on Marketing, this is what is said b/w sales & marketing In the [traditional] selling scheme the seller is located at a distance from buyers and reaches out with a sales department to unload products on them. This is the basis for the notion that a salesperson needs charisma because it...
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28 Aug 2018

Sales Prospecting, Sales Training
top 5 objections in sales and how to handle
When it comes selling, the critical skill required is handling objections. Starting with taking appointments,  fix up a meeting, trying to sell a prospective customer on buying your product, pricing discussions, you will have to overcome objections. Importantly, you should plan for these objections beforehand. How? By expecting them, and trying to preempt them. Here are the five ...
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14 Aug 2018

Sales Management, Sales Training
What motivates Sundar Pichai to be best CEO?
[vc_row][vc_column][vc_column_text]Sundar Pichai, CEO of Google is rated the best CEO and known to be the best manager. What motivates Sundar Pichai to be a good manager? As a sales leader among many managers reporting, do you see a difference in their performance? Ever wondered why do some managers are self-motivated and work whereas other's need a constant push? Why some manager...
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29 Jun 2018

Sales Management, Sales Prospecting
Consultative selling for B2B Sales
[vc_row][vc_column][vc_column_text]Ask any customers, how many sales executives they meet really know what they want, the answer is quite low. On one side, many sales executives think they know what their customers want, on the other side, many customers say, most salespeople they meet don't understand our requirements.  Why does this gap exist? Nobody wants to be misunderstood but...
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10 May 2018

Sales Coaching, Sales Training
[vc_row][vc_column][vc_column_text] [/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_column_text] Selling is not easy! The market keeps changing with many changing factors like entry of new competitors, demands of customers, new product launches, sales team attrition etc. Salespeople must constantly upgrade themselves to the changing needs. Hence, Organizations make continuou...
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28 Apr 2018

Sales Management, Sales Prospecting
Sales role in submitting RFP
[vc_row][vc_column][vc_column_text] The reality of the RFP's Quite a few companies rely on the RFP's to win new businesses. The moment the sales team sees the RFP and if it is in the scope of their work, everyone is excited, put them into the pipeline and start celebrating that the deal is theirs. The Sales executive starts working very hard, check and recheck ten times wi...
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14 Apr 2018

Sales Coaching, Sales Enablement, Sales Management
How to sell better customer experience as differentiation
[vc_row][vc_column][vc_column_text] What are you differentiating from competitors? Businesses today are changing and so too the buyers. If a company is operating in the competitive environment, then showcasing the better quality and low price of product or service have been key differentiating factors. Things have been changing. Buyers think the high quality is a necessity. With most co...
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31 Mar 2018

sales CRM, Sales Operations
5 rules for hit sales target?
[vc_row][vc_column][vc_column_text] The new financial year is starting and most of the companies would have already given their sales target or in the process of giving the sales target sheet to the team. Meeting sales target is becoming more and more challenging and even experienced salespeople are finding it difficult at times to meet sales target let alone exceed. In the article 3 tip...
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14 Mar 2018

Real Estate Selling, Sales Management, Sales Prospecting
Unsold homes real estate sales
[vc_row][vc_column][vc_column_text]A recent article dated March 4th, 2018 from JLL India said there are close to 4.4L unsold homes in 7 big cities in India. The article goes to mention some of the macro reasons such as Demonetization, GST, RERA  has caused this big inventory. With an ever-growing population in key cities in India, demand always exists for quality homes in India. Bu...
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02 Mar 2018

Real Estate Selling, Sales Prospecting
5 mistakes in luxury home selling conversations
[vc_row][vc_column][vc_column_text]Today real estate companies have adopted effective marketing channels and spend crores of rupees to generate leads. Same with luxury home companies and luxury home selling. To create enough touch points, companies are adopting digital, social media, content marketing along with traditional mediums of print ads etc which are proving very effective to gen...
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16 Feb 2018

Sales Coaching, Sales Management
Sales coaching characteristics for managers
Can sales manager be good in sales coaching? Sales Coaching skills is becoming a common requirement for senior sales manager role. Why not, coaching is the most effective way to help people get the results. Whether you are a sales head or business owner, applying sales coaching skills in your working will produce tremendous results. Reality is, as sales manager role, it is easy to add s...
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22 Jan 2018

Sales Enablement, Sales Management
Sales Training Company in India
Every sales manager loves to do sales forecasting, despite the fact that it’s a very difficult undertaking and the further fact that forecasting accuracy is nearly impossible. There are managers who forecast data not just for the quarter but for the complete year. In this situation, it’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Most sales manag...
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13 Dec 2017

Sales Prospecting
B2B Sales Price Objections
[vc_row][vc_column][vc_column_text]When it comes to B2B selling, by far the biggest objection a customer ever raises is about the price.  Ask any B2B sales executives, his biggest challenge will be overcoming price objections. The one of the primary reason the price objection arises is that the customer cannot see the value of the solution offered in the first place.  When they cannot...
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13 Nov 2017

Sales Coaching
Consultative selling for B2B Sales
There is ample research shows that salespeople struggle to reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. Without a well-defined process, a sales calls are left to luck and grim consequences – lost sales, long sell cycles, less revenue, and lower margins and there is no clear path to improvement. Bottom line: Your entire...
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13 Oct 2017

Sales Training
5 tips to retain top sales talent
Sales talent attrition is a foregone conclusion. A lot of managers know that team they manage will not be same in next 6 months but still don't know what can be done. Among most of the divisions of business such as R&D, Operations, Finance, Marketing, Customer support, Sales, the attrition levels in sales seems to be always highest. The companies must pay to find and qualify poten...
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