- Selling on LinkedIn
- Using Video for Demand Generation
- Selling through Podcasting
- Writing a book
#salestrends #salesapproach #happyselling
#salestrends #salesapproach #happyselling
#Insights from the #Forbes #cloud100 2020, list of #SaaS companies.
Along with the list of #skills that are #ondemand right now.
Some Insights from the Forbes Cloud 100 2020, list of SaaS companies:
The following Industry Verticals are leading the current technology landscape.
And the Companies in the above verticals are:
The Skills that are in demand:
#jobs2020 #jobs #techtrends2020 #postcovid19 #trending #techjobs #skillsdevelopment
I had just then begun to settle down in Mumbai. I started liking the place & the food. I fell in love with the business climate more than anything else.
What were the reasons for the fast pace in business?
In one word: Prospecting.
A forced one, that is. Due to lack of time.
You had no time to waste. Hence you did tight prospecting.
Customers didn’t have any time to waste too. He was crystal clear on his needs, budgets etc.
They meant business.
Is it possible to create the same climate anywhere else?
To recreate that fast pace:
1. Do prospecting well.
2. Value your time & prospects’ time.
3. Keep yourself extremely busy.
4. Squeeze more into your calendar & just get it done.
5. Plan the logistics & the route. Start early.
6. Keep the meeting agenda clear & concise.
7. Work like there’s no tomorrow.
8. Keep yourself fit.
9. Some rock music [like another one bites the dust / those were the best days of my life by Bryan Adams] will help you get into the groove.
10. There’s an opportunity around every corner. It won’t come to you. You have to GO GET IT.
You can say I was plain lucky or the stars were in my favour. Within days of my moving to Mumbai, I closed a big ticket ERP sale @ Johnson Controls.
“Don’t worry about failures, worry about the chances you miss when you don’t even try.” – Jack Canfield
#happyselling #setthepace #gogetit
It was an unusual day. I had four meetings lined up. Three of them were likely to close.
Before I get to that story, let me share some strategies in #AccountBasedMarketing [ABM].
Like the others in our Sales team, I too handled few #largeaccounts & #namedaccounts. We sold software solutions.
When an account didn’t have any projects, I shared #WhitePapers to raise awareness.
If they have identified a problem, I wrote an #ApproachPaper that explains the steps we would take to solve it. It was not a proposal. Nevertheless, it was a fairly detailed document without the commercials & details on the project team.
That was an Engg firm from Latin America. Had operations in Chennai. They were into Adhesives, Sealants & a whole lot of Engg Products.
They were developing a software solution in-house around Oracle Enterprise database.
My company had just then become a partner of Oracle Enterprise Products though we were already partners for the Workgroup series.
Had a meeting with the IT Head. He said they’ve decided & asked me to meet Finance. They were ready to place the order but wanted to pay 100% on delivery.
We had an issue with that. I then met the VP Finance. After several rounds of discussion that day, finally they agreed for 100% advance.
What made it happen was this: My commitment on tech support to their IT team anytime. Picked up that order with 100% adv that evening.
#ABM is all about #Personalization & #Commitments.
#HappySelling #close #deals
That was 1992. Landed up in Chennai after my Engg graduation.
Took up a Scholarship exam conducted by NIIT. Those days, if you were not studying at NIIT, you were missing something.
Got 50% scholarship for 1 year course.
Paying them back with this post now. 🙂
NIIT didn’t sell software courses then. They sold dreams. You visualized your future.
Little did I know then that I was going to land my first job through them.
Also, underwent a course in Sales at NIS, National Institute of Sales, a div of NIIT then.
Loved my Sales course more. We had role plays & our tutor at times even recorded the call & played it back. Life rolled by.
One day, saw an Ad in the NIIT notice board for Mktg Exec at Sonata. My classes were between 7-9 pm & the student service center was always closed by then.
Went before 5 pm one day. Met them. They said it’s closed. First rejection.
Told them my name & that I’m doing a course at NIS as well. That’s it.
I went to my classes.
Later, after few days, they located me.
I got my first job.
Enjoyed my work so well that I could write a story now for every deal I closed, even after so many years.
1. Branding can take you places.
2. Love your job / choose one that you love.
3. Strike while the iron is hot!
4. Marketing is nothing but weaving stories.
5. Product is a given. It’s marketing that makes all the difference.
#work #job #b2b #career #dreams
Recently received a connection request on LinkedIn. He wanted help with his job search. My response:
There are a number of companies that are hiring SAP BW.
A sample list: Fractal, SAP, CGI, Infosys, IBM, Intel, Siemens Healthineers, CapGemini, Novo Nordisk, Atos Syntel & Bosch are looking at hiring people like you.
I suggest you to get in touch with your friends who work in the above companies & send your CV as an employee referral. There are plenty of jobs out there.
1. Get your CV written professionally. Many of us have the skills but do not know how to write it in a CV.
2. Create a contact list – of your friends, ex-colleagues, ex-bosses, neighbours, relatives or anyone you can think of, who is in IT.
3. Get updated in your field of work. What’s the latest in SAP HANA, BW?
4. What kind of projects are there in the market?
5. What work you would like to do and why?
6 What are you good at or expert at?
7. Ups and downs are common in career. How far we can bounce back will show our strength. Being in the trenches will teach us more than being in the high pedestal. All of us are constantly learning.
Action is the antidote to fear. I read that somewhere.
Best Wishes to you.
Keep me updated after you get your first offer letter. That will be my fuel.
Happy Job Hunting!!
#job #jobs #recruitment #employment #linkedin #connection
I was living in Singapore then. Until I got a job in Singapore & went to work there, I had seen Singapore only in movies & it is needless to say that I was fascinated. From Chennai, I took the noon Air India flight, landed in Singapore after 3.5 hours & it was already 6 pm local time.
There was a pick up. The person who picked me up was doing the driver’s job as a part time one & he was working full time with the Singapore Radio. He was a Tamil, spoke to me like a long lost friend & dropped me in the guest house.
From then on my daily commute was in the MRT to office & back. Found my own PG accomodation later. The entire city was beautiful & I loved every single day.
I found a Punjabi Restaurant in City Hall & loved Singh’s Aloo Paratha meal for Lunch. I would be doing injustice if I don’t talk about my experience at Hotel Annalakshmi. My boss, Bala, took me there first & I instantly fell in love with the food & experience. Definitely not because of their policy that states “Eat what you want, Pay what you like”. Definitely not. I am not that kind of a guy. I just love good food & ambience.
On the work front, I had never seen such speed & agility. Buying decisions were rapid & coming from a laid back, slow & long sales cycle market, this was a different world altogether for me. I scaled up very quickly. All this lasted for a while. Then came a shock. It was SARS. Many Indians went back home then. But I didn’t. I stayed back. Singapore Government did their best to contain it. All the elevator railings, lift buttons were cleaned every minute & the admin staff of MRT did their best. Health care people, I read then, were doing a phenomenal job. Unfortunately, many of them laid down their lives in line of service. Dedication. Salute them all. Such a wonderful place. Suddenly there were many deaths. It was contained soon & things bounced back so quickly. I am seeing a similar situation now. It has brought all of us together because we have a common enemy. Love & respect for fellow human beings have increased & is at its peak. Did you ever think this could happen? Stay Safe. Follow the advice strictly. But don’t stop dreaming or creating or taking action or marketing or selling. Things are going to be fine very soon. Much faster than you think it’s going to take.
Will you be ready to bounce back, then?
Breathe in. Breathe out. Do it mindfully. Slowly.
Your day is now going to be remarkable.
Doing anything mindfully is nothing but #meditation.
Experts say that the #highperformers meditate for at least 10 minutes everyday.
That was a dense forest. The leader wanted a successor. He held competitions. Two men emerged. Both were equals. If they were made to fight they will surely kill each other, thought the leader.
He devised a strategy. He called them both. Gave them some grains. And dropped them in two separate islands. Whoever survives for long with these grains will be declared as the winner, he said.
When the grains are over, you could burn some trees & send a signal, he said.
Months passed. One person sent a signal. All his grains were over. He was very weak. They picked him up.
Then they went to the other island. The leader was surprised to see a house in the middle of the forest. The tribal man welcomed his leader. He was strong. The leader asked him, how is he still surviving.
He said, he created a small patch where he planted some grains & cultivated it. He could feed many people.
#Mindfulness will help us find #solutions to #problems.
Now, breathe in & out. 30 times. Find #Joy. Inside you.
Meet yourself daily.
Make it your daily routine.
Wishing you happiness!!
A friend of mine called up the other day. It must have been a couple of years since we met or spoke. Yet, we spoke like as if we last met only yesterday. That’s real friendship.
The call didn’t last for more than two and a half minutes. Microcall, if you wish to call it that.
That’s when an idea struck me.
I ask customers for an hour of their time. Worst case, 30 minutes. That’s too much to ask for, I now think.
Whether it’s an Intro call or a Discovery call, it can be done in 10 minutes flat, to start with.
Ask them, “would it be a great idea to catch up for 10 minutes on Wednesday post lunch?”.
I hate wasting my time or my prospects’ time.
I tend to be specific, clear and achieve something in every interaction.
It is possible to do that in a short call/meeting as well.
If you want to connect with someone you don’t know, here is a tip:
First follow them. They will get a notification that you followed them. They will look at your profile and if they are interested, they will follow you back.
If they follow you back, you know they are interested.
Now, you can send them an invite to connect.
They will not say “I don’t know”, instead they’ll accept your invitation to connect.
I used to see a veteran walking his dog every morning in our neighborhood. First, I saw him. He saw me. Then I smiled at him. He smiled back. This happened for several days. Then we started saying “Hello, Good Morning”.
We then became friends and spoke to each other. He eventually became someone whom I trusted and consulted for advice. He treated me like his son. I treated him like my dad.
He and his wife even visited our home and invited us for their younger son’s wedding.
#b2b #changethegame #sales #marketing #likeable #network #linkedin #tip