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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

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Why does a Shoe Store Sales Person recommend only a particular brand during a Christmas sale?

Dr. Anil V. Pillai spoke about using Behavioural Sciences to get focused on the Customer & solve his problems. I had the privilege of attending this conference by CRM Academy Asia Founder Amit S. Chakarpani PhD.

Dr. Pillai said his friend Don Peppers, a Thought Leader in Customer Experience, Marketing & Sales was observing a Sales Person at a shoe store during a Christmas Sale.

This sales guy was recommending only American Shoes for every need – Athletic, Sports etc. Don was surprised. The store sells other brands – Nike, Reebok etc. When the sales guy took a break, he went & asked him why is he recommending only American Shoes & not the rest. Is he getting more commission or did his manager ask him to sell only this brand or is he carrying a sales quota that he wants to achieve this month, what’s the reason, he asked him.

The sales guy said – “none of those are the reasons. There is only one reason & that is: American Shoes come pre-laced whereas the other shoes don’t. I will spend 4 mins lacing up each pair & that would affect sales. Customers will walk away.”

The Store Sales guy is the Customer here.

Are you lacing up your Customer’s Shoes?

#customerfocus #sales #rethink

Happy Selling!!

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Everyone has Talent but it takes a Genius to find it!

During my I year in college I was sitting in the Engineering Drawing Class. I was in the last bench. Until then [that is until School Final Year], I used to be a first bencher and I am not sure when did the transformation happen. 🙂

After teaching about “Scales”, our Tutor/Lecturer gave us a problem to solve. And I solved it while the rest of the class was still on it. I didn’t get up and brag that I solved it. Our Tutor came around and asked me why I was not doing it. I told him that I had solved it. He took a look. And patted my back and said “You are a Master”. I had solved it in a different method. I learnt that later when he solved it for the class.

Years later when I reflected on this incident, I felt happy.

How often do you identify your people’s talent? And what are you telling them to make it memorable for them to remember years later and feel good about it. They will feel happy that they worked for you and/or with you if you recognise their talent often.

#talent #memories

Happy Managing!!

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What is Deep Learning?

It is a significant part of Machine Learning. And it tries to mimic human brain in a sense. There have been many failures as well as successes.

Speech Recognition & Image Recognition are huge successes.

It is a promising subject and opportunities are growing. It can probably predict medical problems or traffic bottlenecks on the road.

Ray Curzweil [Author of “How to create a mind”] is leading the initiative at Google and likewise Microsoft is also making progress in Deep Learning.

May be, some time in future, the AI System will be able to answer that dumb question: where do you find yourself 5 years from now?

The possibilities are endless. Exciting and Scary, at the same time.

Read this long & old [I am sure it must be few years, say 2013] but very interesting Technology Paper [before Google came out with Tensor Flow] from MIT:

https://www.technologyreview.com/s/513696/deep-learning/

Happy Learning!!