My LinkedIn guru advised me to write about what I see every day and connect that to business. That was very valuable advice. I follow that advice religiously to date. I have written several stories based on real-life incidents that happened in my day-to-day life. And I have still not run out of stock of… Continue reading What a little birdie told me!
A friend called me last Sunday. We spoke after a gap of few years. After exchanging pleasantries, he asked me what I get from one particular social media network. Well, I am sure, he has seen me sharing some great content [or so I think, what do you say] from time to time. Writing great… Continue reading Social Selling!!
Customer: Kannan, everything is fine. But it’s going to take time. Me: How much time, Sir? Cust: Don’t know. I am meeting the board. It will take some time. Me: When should I follow-up with you? Cust: In a month or two, maybe. Me: Sure Sir. Will do. Is there anything that I can do… Continue reading Closing Techniques!
There were two brothers. Their dad had passed away. Now, the property left by the father had to be split between the two sons. Left to themselves, they will fight with each other. Even if they don’t fight, they will be left with some unhappiness. But there’s a way out. What’s that? Just hang on… Continue reading How to split the Accounts?
My Wife, Son & I were travelling back to Bangalore from Chennai in a night train once. We got in to the train about 15 minutes before departure. That’s because we don’t like to board a moving train. We got in & found our berths. But there were people already occupying them. There were bags… Continue reading Say “NO”, when you have to!
That was a specialty chemicals company. They produced PP [Polypropylene] & HDPE. They were evaluating an ERP Software. I had completely forgotten my Mechanical Engineering when I met this client. I had to learn Discreet Manufacturing & Process Manufacturing & the difference between the two. To keep it short & simple, this client had process… Continue reading Selling to Engineering Companies is……a different ball game!
It was around 8 pm. I was in office working on a proposal. There was no one else. The phone rang. I answered. It was Shiv, Head of Sales with one of our Reseller Partners. I was with Sonata, a major distributor of various packaged software products in India, then. Shiv wanted to speak to… Continue reading Working with Reseller Partners calls for some skills!
I instantly liked my friend’s job & wished I had such a job too. My friend & I studied Mechanical Engineering together in college. We used to do ‘Joint Study’ often during college. He often made everything look easy & simple. I thoroughly enjoyed studying with him. We graduated. We parted ways. He was fortunate… Continue reading One of a kind Sales Strategy that I stole from a friend!
They say you need to attach “emotions” to your sales pitches. Ok, if you don’t do pitches, you must tell stories. Whatever it is, you still need to sell. And “Emotions” will help you sell big time. Presenting facts are important. Just the facts alone don’t sell. Look at these: We are no.1 vendor in… Continue reading Emotional Selling!
#AnchorClient is some one who has reaped benefits in the past or in the recent past from your products &/or services & continue to buy from you even today. I have had such clients & have also had other potential anchor clients slip through as well. Read the full story. That was a time I… Continue reading Anchor Clients!!