22 Feb 2024

Sales Enablement
Selling persuasion techniques
In the book Yes! 50 Secrets from the Science of Persuasion by Robert Cialdini, and Steve Martin, many case studies reveal the persuasion techniques that any sales executives or business leaders can use in their daily work to boost their sales success. These techniques are highly effective and can immediately increase your success. The best part implementing these techniques requires smal...
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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 Apr 2020

Sales Coaching, Sales Training
Persuasion skills to sell your ideas
There is a lot of emphasis on coming up with innovative ideas and proposals in most organizations. Indeed many come up with good ideas too. But my own experience shows, it is one thing to come up with an idea, and it is altogether a different thing to sell or persuade others to agree to your idea. It is an art and a skill to persuade others to accept our ideas. And if you are a lea...
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27 Jan 2020

Sales Consulting, Sales Management
KAM
You must have heard people working in big companies use the terms "key account management" and "strategic account management" every now and then in their conversations and discussions. But if you ask each one of them “What is key account management?” or “What do you mean by strategic account management”, be assured you will receive a different answer or explanation from each one of t...
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08 Feb 2019

Sales Consulting, Sales Enablement, Sales Management
Depending on the business types, buying environment, solution types, selling and sales complexity must vary. In the article, we had mentioned 4 types of sales expertise depending on the buying environment and solution type. Just for brevity, let us put this again here, Sales people expertise vs solution type As we can see from the above 2x2 matrix when the buying envir...
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09 Nov 2018

Sales Consulting, sales CRM, Sales Enablement, Sales force automation
Sales CRM, SalesForce Automation
Let's get this. Every company which has field force sales staff is keen to try out new technology to get more insights so they can improve sales team productivity. For this, technology solutions such as sales CRM, sales force automation software are the most popular. Technology companies promote claiming a huge scope of improvement in all sales related activities in using Sales CRM and S...
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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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