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“Pogo TV is visible even when the TV is off” says my friend!

May be because his kids are watching it all the time, it got etched on to the screen. Though my friend joked, it can be true as well. I have seen this happening in Windows desktop computers.

Even when the system is shut down and the monitor is off, you can see a dim windows screen. Really. No jokes.

It got burnt on the screen since it has been used all the time.

Now, how is this relevant to Sales?

We will come to that in a bit.

People ask – What do you want to be remembered for in life? It is applicable in Sales. We should work on this and get the message across. It should be crystal clear. This is part of the brand building exercise.

And then you have to become ubiquitous as well. Ubiquitous means something that is found everywhere. You cannot help but stamp on a Software Engineer’s foot if you go to a Mall in Bangalore. 🙂 They are found everywhere. Likewise, you and your brand should be found everywhere. Wherever the customer looks for what you sell – online, offline, sideline etc, you should be found.

In Sales, we take pains to understand customer requirements, problem statements, map customer organization, work on a great solution, offer right prices, beat competition but fail to ensure our presence at the place of action. We don’t show up as often as we should. We need to create some excuses to visit. We should get creative on this. They need to see us more often.

Now that brings us to the point I am trying to communicate with “Pogo TV”.

Is your face etched on the customers’ mind? It has to be. She needs to remember your face when she thinks of you. And she needs to think of you when she thinks of what you are selling. Make that connection. It should be effortless for her.

It is now time to show your face to your clients.

Happy Showing up!

Happy Selling!!

 

 

 

 

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Are you in the top of the mind recall?

What comes to your mind when you think of a particular category of Product or Service? That is called as the top of the mind recall. Brands slog it out in the market to achieve this. 50% of the sale is done already. The consumer has already made up her mind. To go with Amazon or Flipkart, for ex. And she is just searching for data to substantiate her thoughts.

We do this all the time. We prefer this to that. We have preset ideas & notions. Rarely we change them. I am not saying we are wrong. We are absolutely right in doing this. This is done based on our past experience with that brand. If it was good, our brain picks that data.

This is not just for the consumer brands. It holds good for anything. Whatever you are selling, it applies to that as well.

In my business, the customer values my expertise and consults me for advise. All knowledge based businesses – be it IT, Medical, Legal or Taxation & Audit, the customer trusts someone. That trust is built over time. Based on experiences gained with that brand.

Couple of things you can do to build your brand and make it top of the mind recall:

  1. Offer a free speech – on your area of expertise.
  2. Speak regularly in your Industry / Associations / Trade Circles etc.
  3. Write eBooks and offer them for free to clients.
  4. Organize regular meet ups on Saturdays at a local club and brand it with a name.
  5. Take up some social cause and solve it.

I know someone who is a Marketing legend and a very popular Author. He takes the pain to reply to each and every single comment he receives for his posts on his Website, LinkedIn, Facebook etc. That is rare. You don’t find such people. To me, he is top of the mind recall. So, what are you doing differently that makes you a rare breed and top of the mind recall?

Happy Branding!!

Happy Selling!!

#branding #topofthemindrecall

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What helped me win deals & what didn’t?

It has been a roller coaster ride for me in the school of entrepreneurship. Once you become an entrepreneur, nobody tells you what to do and what not to do. You are the boss. And the buck stops at your table.

Well, choosing to have a mentor is definitely a good option. Even if you don’t have mentors, you should have some friends as your sounding board.

When I dissect my years of Sales experience, I can confidently say what helped me win deals and what didn’t.

What helped me win deals?

  1. My expertise.
  2. Becoming well known for my expertise.
  3. Meeting the decision maker face to face.
  4. Having tons of credibility.
  5. Being friendly yet professional.
  6. Slogging to gain the “trusted adviser” position.
  7. Selling myself in the first place and not the product or service.
  8. Providing value.
  9. Not selling on price.
  10. Valuing the relationship more than the deal.

What didn’t help me?

  1. The opposites of the above list – Quoting low price, not providing enough value, focusing on the deal & not on building the relationship etc.
  2. When I didn’t have any energy.
  3. Not understanding customer requirements.
  4. Not validating the prospects.
  5. Rushing the sales process and getting to the proposal stage too fast.

And tons of learning in the process. Still learning.

What were your learning? Have you ever thought about your peak performance and what went in to get that result. There lies the secret.

Step no. 1: Dissect your past peak performance.

Step no. 2: Repeat it.

Step no. 3: Fine tune it.

Step no. 4: Go to step no. 1.

Happy Learning!

Happy Selling!!

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What inspires me?

Bold ideas, empowering people, democratising the opportunities for everyone, having no biases, making everyone achieve are some of the things that inspire me. Working against odds gives me the adrenaline rush and pumps blood into my nerves. What seems impossible suddenly becomes possible. When someone says “you can’t do it”, I am inspired. That’s when I actually start my work. 🙂

Inspiration is everywhere. We just have to look around. And keep our eyes and ears open.

Inspiration is what drives us. That’s what make us reach our goals.

Now, what do we do to set the rhythm, get inspired and start achieving our goals one by one. The following will help us stay on track and keep our focus. But we can and should improvise on this.

  1. Keeping good company. Our friends, network, professional contacts make us what we are and what we will be.
  2. Constant thinking of goals.
  3. Checking progress everyday.
  4. Writing down our goals.
  5. Breaking them into achievable tasks.
  6. Completing the tasks one by one.
  7. Visualising the results.
  8. Keeping ourselves extremely busy and tight scheduled.
  9. Keeping confidential info confidential.
  10. Having a positive outlook on everything.
  11. Not wasting a second of our time.
  12. Getting out of comfort zone.

Stay inspired!

Happy Selling!!

#inspiration #sales #successtips

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What tomorrow has in store for us?

A heavily planned week end packed with events, trips, that long pending breakfast outing that you had committed to your family, fixing up some broken things, playing with your kids, getting some sunlight, nature walk, shopping etc. Sounds too familiar, right?

There is nothing called as a perfect week end. It plays out and we play along. Just when it is Sunday night, we realise that we had missed to read that book that we bought long ago or meet that childhood friend.

Time flies so does the week end.

During the work week, the same happens. We attend to things that need our immediate attention. Also called as firefighting. 🙂 And postpone rest of the things.

We should find time to work on things that brings us happiness. When we are working on a new initiative we are super charged and our burn rate is low. We get more energy when we work on things that we love. Sounds strange but true.

Ideally, I love to work on the following things during my work week:

  1. Find new prospects.
  2. Understand problems faced by customers and solve them.
  3. Connect with people. Network.
  4. Create new content.
  5. Make it super easy for customers to deal with me.
  6. Always think of adding value in every single transaction with my customers.
  7. Create a repository of certain things that my customers will find use for. Call it Knowledge Repository.
  8. Learn new skills and apply them so that it is helpful to my customers.
  9. Create templates, worksheets, tools etc and give it to my customers so that their productivity is increased.
  10. Sign up more customers. What else can match the happiness that this brings?

How does your week end and the coming week look? Share your thoughts.

Happy weekend and a Great week ahead!!

#workweek #weekend

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Are you a great Storyteller?

The good news is: You can become a great storyteller even if you are not one currently. I will give you the framework & guidelines for the same.

  1. Have a unique style. And don’t imitate other storytellers.
  2. People like to hear interesting anecdotes. So, sprinkle some here and there.
  3. Let the story be original and true. No fiction.
  4. Pump it with loads of energy. Nobody likes to hear a story that sucks energy.
  5. Make your audience think, imagine, visualize. May your story cause them to think in terms of pictures.
  6. Add humour. People like jokes. They forget themselves when they laugh.
  7. Create a community.
  8. Give them a peek into your life, your difficulties, how you solved them. Show them that you are human just like them. Connect with them.
  9. Speak about what you see in everyday life.
  10. Do not have any theme. But have a message in every session or each story you narrate.
  11. Don’t get stuck to any ideals. That is utopia. It doesn’t sell.
  12. Be creative.
  13. Be bold.
  14. Don’t be shy. Even if you are shy, it is just fine. Most of us are shy. But that doesn’t have to stop us from becoming a great storyteller.
  15. There is something unique in the way you see, perceive and think. Speak about that. That will make a great story.
  16. Try connecting with the local events or the big news of the day or the season.
  17. Just be you.
  18. Engage the audience depending on whom you are addressing. In Sales, we call it target segment.
  19. Don’t reveal the climax too soon. Let your audience get ready for it,
  20. Deliver value, for sure. You need to do your homework on this.

Happy Storytelling!!

Happy Selling!!

#sales #storytelling #crm

Contact: sales at zignalytics.com

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Don’t feel shy to ask questions to your Prospects!

Prospecting is not researching about Prospects. It is nothing but validating if the Prospects are going to buy from you or not. Whether there is a product fit or not. It is about finding if it is worth spending that time with them. You can fight competition. But you cannot fight “no fit” or “no need” or “no funds” or all of them put together.

Some questions for you to ask them:

  1. What is your problem statement?
  2. How soon do you need to do this?
  3. Where is the money going to come from?
  4. What benefits will you derive if you do this?
  5. What bottlenecks do you foresee for this project?
  6. Who are the key stakeholders?
  7. Who are the people who are going to benefit from this?
  8. How will it affect your business?
  9. What will happen if you don’t do this?
  10. What are the attributes or qualities that is essential on the part of the vendor?

Happy Prospecting!!

Happy Selling!!

#Sales #CRM

Contact: kannan@zignalytics.com

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Why do Customers buy what they buy?

Have you ever asked your best customers why they bought from you. This is essential to position your product or service.

Some of the reasons why customers buy what they do:

  1. They perceive a value in the product or service.
  2. To improve their productivity.
  3. To increase ease of doing business.
  4. To improve their profits.
  5. To build their brand image in the market.
  6. To beat competition.
  7. To be ahead in technology adoption.
  8. To streamline business processes.
  9. To improve employee satisfaction and morale.
  10. To satisfy the investors.

Happy Selling!!

Contact: kannan@zignalytics.com for any help in #Sales #Marketing #CRM

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What Value do you Deliver to your Clients?

First of all, What is Value? Value is the benefit that the Customer perceives to get when they buy your Product or Service.

Let us say I want to buy a membership in one of the top clubs in the city. The Value I perceive is the networking opportunity I get. But that is not a service that the club offers. The services they offer are dining, recreational, sports, fitness etc. You see the difference.

In our everyday Sales situations we should offer Value to clients. To do this, we should put ourselves in their shoes & look at the problems that need to be solved. Genuinely, that is.

It is not about what we have got to offer. It is about their problems & how can they solve them.

Some ideas for delivering Value:

1. Tell them how they can increase their bottom line, grow their business further, they will sit up & take note of it.
2. Write some content on why you think they are better than their competitors.
3. What their Competitors are doing that they are not.
4. Who are the movers & shakers in their Industry, what are they doing & where are they going.
5. Tell them how to get more customers.

More to come. Stay tuned!!

#sales #value

Happy Selling!

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Belgium Vs Brazil, the Story of an Underdog always inspires:

First & foremost, the underdog does not have any status to be safeguarded. It has no false sense of titles or ego. It operates without any such pressures. It knows that it is fighting a top dog & hence it does its homework, ups the game, puts up a tough fight & the best foot [a metaphor but literally in football :)] forward. It has minimal resources but uses them efficiently.

On the contrary, Top Dog thinks it is superior, unbeatable, strong, talented & nothing can stop it. It makes mistakes but fails to learn from them.

Fighting against odds is common. What is uncommon is not giving up till one succeeds. The fighting spirit inspires. It catches up with everyone like wildfire. It boosts confidence levels and spearheads one to higher efficiency levels of operating. We start thinking that we can reach our goals in spite of all these odds and work towards that.

I am inspired by Romelu Lukaku of Belgium who ran with the ball like a wild river till he passed the ball to Kevin De Bruyne who helped score their second goal.

Whatever it is, we need to enjoy the game 100% to be successful in it.

Fighting spirit sends blood to our nerves & we get unimaginable strength to win.

Happy Winning!!

#inspiration #success #sales