There are many ways to be a good salesperson. On the flip side, there are even more ways to be a poor sales rep. Somewhere in between these extremities lie the good salespeople with poor technique. Sales, by its inherent nature, is a dance of…

Here’s some food for thought. When it comes to the sales process (or the prodigal ‘sales cycle’), who do you think is at the steering wheel? Ask any experienced salesperson, and the answer would be the same – the decision-maker. With that being said, the…

Any business that’s in it is for the sake of making money. Plain and simple. That’s more or less the reason why they sell. While this is as obvious as the morning sun, understanding how that money is earned, recorded, categorized, and analyzed isn’t. There…

A 2019 survey brought to light that nearly 67% of salespersons are either experiencing or close to experiencing workplace burnout. That’s a significant section of sales reps in the industry! These figures reiterate the fact that being a salesperson is not an easy job. In…

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…