11 May 2023

Sales Enablement, Sales Training
5 tools to succeed in sales in 2020
COVID-19 changed the way business is conducted worldwide. This is relevant to the way the sellers engage the buyers. In the current environment of excessive information and lack of opportunity to meet face-to-face sellers can achieve better results by transitioning to a hybrid form of sales. But hybrid sales don't come natural to many. Be it e-mail writing, social media interactio...
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08 Oct 2020

Sales Coaching, Sales Prospecting, Sales Training
Innovation selling
Prospecting is one of the key activities of the B2B Sales professional. Accept or not, in most businesses, prospecting is undergoing major change with the penetration of internet and social media. Any B2B sales person, who has been in the industry will realize the way Buyers are slowing taking control of the sales process and traditional methods of cold calling, sending cold e-mails a...
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06 Mar 2020

Sales Consulting
How to stand out from competition
Competition is the name of the game in most markets. One of the ways most companies want to stay ahead of the competition by being better than competitors. Most salespeople when they meet buyers, highlight how their solution is better in terms of pricing, features, service, etc. I will tell you, to stand out from the competition, why trying to be just better than the competitor is not...
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07 Jan 2020

Sales Consulting, Sales Training
Consultative selling in b2b sales
The word 'Selling' is something many people do not like to associate with. They feel 'Selling' is bad or is being pushy. Now even some salespeople don't find the word selling comfort to them. But irrespective of the word 'Selling' people like or not, everyone is seeking the benefits of selling. Whether someone is keen to convince his manager to develop a new idea, wants to influence t...
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25 Jul 2019

Sales Consulting, Sales Management
Handling B2B Pricing challenges
How would you respond if your customer says any of these below? I will buy the product provided you a discount of 30% There are other players who are giving 20% less, so why should I buy from you? If you increase the price, I am planning to switch to another player I just listed 3 questions but as a salesperson, you might face many price-related questions as above. So, i...
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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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