Surely, you must have heard of the ‘dating‘ analogy when it comes to lead generation: First-time customers compare to your blind dates.  First ‘interactions’ can make or break your dating (think: marketing) game.  Establishing positive word-of-mouth and creating a memorable first impression are key. In…

Consultative Selling is the delivery system for value. In return for improved customer outcomes, Consultative Selling delivers improved margins back to you.  – Consultative Selling by Mark Hannan  Popularized through Hanan’s 1970 book, consultative selling has been a game-changing sales strategy and has heavily influenced…

In the perfect world, you’d be closing sales smoothly – without any counter questions or objections. Alas, the world isn’t perfect, and selling to prospects is not that easy. That’s why successful sales representatives are highly regarded, for their ability to convince prospects with proper…

Much like crossing the finishing line of a grueling marathon, the closing part of any sales activity is the most fulfilling and thrilling aspect for a salesperson. It’s the final moments when the sales rep strikes the iron while it’s hot and finally watches their…

There are good questions. There are very good questions. And then there are questions that lead to sales. Everyone can ask questions. However, the trick to close more deals is to ask the right questions that add value to the prospect qualification process. As a…

Expanding the client base and adding new streams of revenue are the primary goals for most B2B firms. However, it is also a fact that B2B companies struggle quite often with lead quality, if not volume – which leads to enormous wastage of time and…

“Jacob, tell me about your product and pricing in detail. You’ve been discussing this with Emma for months now and she seems convinced. So, today we are here to close the deal.”, said Olivia, CTO of the client’s company. This was Jacob’s only chance to…

The recent outbreak of the potentially fatal virus which has spooked countries over the world is also making headlines for disrupting global practices across sectors. The wave of uncertainty brought about the virus is leading major institutions and banks to cut forecasting for the global…

Did one of your emails bounce back? Don’t worry; it happens to the best of us. Emails have been a time-honored way of corresponding with people for reasons both professional and personal. You send emails for almost every use possible. That being said, the sphere…

As per the Deliverability Benchmark Report, nearly 20% of the emails you send to your subscribers fail to make it to their inbox. This fact highlights that no matter how hard you work on your subject line and the email content, one out of five…

Selling your product in 2020 is only going to get tougher! Research suggests that visitors to your website seal your fate in less than 15 seconds. Yes, you only get about one-fourth of a minute to amaze your site visitors before they potentially lose interest and…

As a salesperson, you’ve probably faced more dead deals than you’re willing to acknowledge. So much so that they have become an expected outcome of your sales process now. With 98% of the leads that salespeople receive not resulting in closed business, you’re hardly to…