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Stay Safe! Happy Working from home!!

I was living in Singapore then. Until I got a job in Singapore & went to work there, I had only seen Singapore 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 acco 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.

In 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 advises 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 quickly bounce back, then?

Happy Working!! [From Home]

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Do you want to look good or stay healthy?

They are mutually exclusive, it might seem. Let me explain why and how they are not.

But before that, let us get some facts straight. Looking good is so powerful, the “in” thing to do, to go for. I get that. Not to mention the opinions people might have about you by just looking at your looks.

When “looking good” is approached separately, it may or may not be healthy. Sometimes, you may even be pursuing something very unhealthy. If you know the science behind the fairness creams, for ex, you will know this and you will readily agree with me.

But not when looking good is approached together with staying healthy. When “staying healthy” is the goal, “looking good” happens anyway. It’s a by product. You cannot help it. Even if you don’t like it, it will happen. So, it makes sense to go for good health.

This is a Perfect Analogy for “Getting Business” and “Building Relationship”. Now, if you find & replace “looking good” and “staying healthy” with these two words, it makes perfect sense. Yes or no?

So, there you get it. You go for “building relationship” and the other naturally happens. It has to.

In the initial days of my Software Sales Career, when I was wandering the Tier 2 towns and cities in the State of Tamilnadu, India, frantically searching for customers, I found one automobile dealership that had all the required DNA to become our software reseller in that region. We eventually appointed them as our Partner for the region.

The owner had done his Engineering from IIT & PG in Management from abroad. I bet, you cannot say that when you first look at him. He had that ruffian looks. But after he starts speaking, you may have to change your opinion about him. He inspires confidence, commands respect. When you are with him, you get a feeling that you can achieve anything. Yes, any dam’n thing. What a man, he is. I am yet to see anyone who is like him. My salutes and respects to him. He continues to inspire me till date.

Take Away: Focus on building the relationship. May your interactions with your clients inspire confidence in them & command respect from them. You will get a call from them when they need your services.

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Dine with your customers!

There used to be light rain almost every day in the afternoons in Singapore. The already clean roads get washed up yet again. Smell of the earth would be evident all around. It makes you feel energetic and more productive.

One such afternoon, I was learning how to hold the chop sticks. From one of my customers. I was a Vegetarian then [Vegan now] but that was a Chinese restaurant that considers small fish as Vegetarian. I had to explain several times to the bearer both symbolically [in sign language] and verbally saying “no small fish”.

My guest taught me how to hold the chop sticks and I really learnt it. You won’t believe, I was picking up rice with the chop sticks. It surely helps to eat less quantity in one mouthful and chew it well. May be, a lesson in Sales as well: Take up only what you can chew. And chew it well.

What happens when you dine together? You get to know the person personally. You get to know their interests, likes, dislikes, passion, hobbies etc. You build a strong trust based relationship. You don’t go with an agenda. You go with the flow. Eventually, you build a great relationship.

That was not the first time or the last time I dined with Customers. Even in India, I have dined with Customers. That’s a secret recipe for a great relationship. Customers want to deal with someone who is as much human as themselves.

In the last few years, I have built a style that I follow, when I dine with customers & prospects. I narrate stories from my life and what I learnt from it. That sets up the conversation. I don’t intend to close or anything. But I have probably created a strong emotional buy-in in the minds of my customers.

I am sure you have stories like these as well from your Sales experience.

I think, majority of us in Sales, that includes me, do not stay in touch with customers with whom we had built a great relationship.

Take away: List down some of your old customers and get back in touch this week. You may be in for a surprise.

Happy Selling!!

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People laughed at him!

A young boy, who was just 12 years old, wanted to start his own magazine. When he said that, people laughed at him. 15 years later, in the year 1984, he was publishing a hundred of them. And he had built one of the first Technology Publishing empires.

He was interested in Technology, Science and Computing and he found that these three areas were converging.

7 years after he founded his publishing company, he sold it to Pearsons. Then he moved to United States and started his new company Business 2.0 and reached a market cap of $ 2 Billion at one point.

He founded a non-profit in the year 1996 to “foster the spread of great ideas”.

There was another company which was started in 1984 which was holding conferences dedicated to 3 things. And our young boy attended one of the conferences in 1998 and fell in love with it.

Eventually he bought that company in 2001. But the remarkable turn around came in 2006 when he distributed the talks [in the conferences] online for free. That was a revolution.

I am sure you have guessed it by now.

The company he acquired is TED [that stands for Technology, Entertainment & Design] and the young boy is none other than Chris Anderson. https://www.ted.com/

So, what dreams are you chasing? Did people laugh at you? Are you passionate about it? For all you know you may be creating a revolution in the years to come.

Don’t underestimate yourself. If you are passionate about it and if few people have found use for what you have created, you are on your way to success.

Happy creating!

Happy Starting-up!

Happy Selling!

#startupstories #startup #story

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Sales professionals are positive thinkers!

I am passionate about Sales. I truly believe that Sales is one profession that is unlike any other. No business can survive if Sales does not perform and perform well. Come to think of it, all the sales folks across industry verticals share some common traits. They are all performers. They all think they are born to win, lead, educate, help, bring about a smile, change the way anything is done, change the world. They all generally treat people very well. They trust others. If you look closely at Sales people, they will not discourage other sales people. I answer my phone with courtesy and talk with enthusiasm to the caller and answer her questions in the most polite manner even when I know that I have no use for what she is trying to sell – be it a personal loan or a credit card or a car loan. It is a frame of mind. Positive one at that. If you are a true sales professional you will get what I am saying. That positive frame of mind is what makes us different. That’s what makes us go out in the market, do prospecting, meet clients, build relationships, build trust and finally truly help customers achieve what they want to. No pitching. No “Sales”. No hype. No “Marketing”. What I am good at is what I will do. And leave the rest to the professionals who are experts in the respective areas.

Now you know why I love Sales.

Let me tell you a story. Week after week I was projecting a very big number from one particular account in my reports. My manager asked me not to project it. But I continued projecting it. That was a time I wouldn’t listen to anyone. And speed did matter to me as well. Usain Bolt wasn’t known then, else I would have considered him my role model. In this particular account, things were moving at the speed of a tortoise. But I wasn’t ready to give up. We had a meeting with our Principals [whose products we were selling] and I continued my projections even in that meeting without naming the account since there were other competitors. So much so that the Country Manager asked for a meeting with me and my colleagues after that session. Obviously, when the number I quoted was far higher than the sum of all the other numbers quoted by all of them [present there] put together. I was confident. I was asked what was my plan, how will I make it happen, how did I break up the numbers and what are the billables. I answered them all. Our Principals promised to work with us in that account. Eventually we won that order. It was huge. One of a kind. Record breaking during those days.

The message I am carrying with me all these years is this: I am a successful sales person who strongly believes in helping customers. There is no other sure shot smart way, I can think of.

Hope I pumped up your energy levels. You have it in you. Don’t forget your past successes. There lies the recipe for your success. Feel the raw energy in your veins. I listen to peppy music. I keep a hand grip on my table and keep pressing it from time to time. More importantly I keep a list of accounts on my table that I have won so far in my career starting from my first job. That inspires me a lot than anything else. Try it out for yourself and let me know.

Happy Selling!!

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What are your Goals for 2019?

Choose from the options below:
 
1. To be a good parent.
2. To read more books.
3. To make more money.
4. To spend more time with family.
5. To visit new places.
6. To help as many people as possible.
7. To be good in thoughts and actions.
8. To get fit, to eat healthy food & to stay healthy.
11. To work less but be more productive.
12. To achieve more than what we set out to.
13. To keep pushing our boundaries.
14. To inspire people.
15. To protect our planet.
16. To talk less.
17. To spend less time on social media. 🙂
18. To spend more time with friends, face to face.
19. To be a responsible world citizen.
20. To enjoy whatever life has to offer without harming, injuring or causing inconvenience to other living beings of the planet.
 
Wish you a Very Happy New Year !!
Happy Selling !!
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Sales is not a sprint but a marathon!!

I happened to watch a portion of a documentary on marathon running. What I learnt is that it calls for more preparation than what is required for a sprint. Endurance is key for a marathon.

While speed and agility are important for a Sprint, one should save energy and stay in the game at a consistent pace, to be successful in a Marathon. But both require stringent practice. It’s needless to state that the training is completely different for each.

What can we learn from these and apply in our day to day Sales situations?

  1. Sales is not done on a level playing field.
  2. Techniques are for short term whereas in the longer term these simply don’t work.
  3. While a good start can give us a boost and make us look confident, it is only consistent performance that is going to keep us in good stead in the long term.
  4. Practice makes us perfect. So, let’s start practicing.
  5. Each situation is different. It may be a well laid out road / a pathway / a narrow path filled with stones or thorns / an uphill or downhill and it may rain / shine. Just like running a marathon, Sales situations also call for using our judgement on the ground.
  6. We should use our limited resources in a rationale manner.
  7. Let’s be prepared for the long haul.
  8. We may have to incorporate changes [slowing down or picking up speed] as we go along.
  9. We should focus on the rhythm and keep going forward.
  10. We should have less burn out for maximum productivity.
  11. We should know the route map well and be prepared for the encounters on the way.
  12. Most importantly we should enjoy the journey.

Some portions of a marathon resembles a sprint. So, the techniques will come in handy. We must be trained to handle such sudden sprints as well. And we should respond with speed and agility when the situation demands.

So, Sales is not just a marathon but a “series of sprints” as well. Success in one sprint or couple of sprints don’t guarantee success in the marathon. Marathon is a different ball game altogether.

If we know how to enjoy it, it will be a breeze.

Happy Learning!

Happy Selling!!

Contact us at:

sales at zignalytics dot com

#sales #salestips #crm

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America, August, Apple, Amazon – A’s & the Aces!

You must have read the news, I am sure.

Apple became the first $ 1 Trillion company in terms of market valuation in August this year, followed by Amazon, the second $ 1 Trillion company.

What makes Apple & Amazon tick?

One thing I am sure, they are focused on Customer Experience & making lives simpler for their customers.

Daniel Martins, an independent researcher says: “It’s too high of a bar to assume that they’ll succeed at everything that they do.” “But at the same time, I think Amazon is the best combination in the world of the scale of a large company and that entrepreneurial DNA with the spirit of a startup.”

So, that’s the secret.

It is reported that Apple took long to reach there whereas Amazon sprinted to get there. Amazon took 3 months to cover the last 200 billion whereas Apple took 15 months to do the same, news agencies reported.

Apple was founded in 1976 & Amazon in 1994.

Amazon generates an annual revenue of 178 Billion & in 2018 it may make a paltry sum of 8.5 Billion as profits. It employs around 550,000 people worldwide.

While there are differences between these two Trillion Dollar Giants, the common thing is this: They both know how to market and sell.

Jeff Bezos = Bill Gates + Warren E. Buffett, in terms of Net Worth.

Between Apple and Amazon, one sells at a premium whereas the other lowers prices consistently. You know who.

Some ideas to follow:

  1. If you do Marketing right, everything will fall in place.
  2. Create great Customer Experiences.
  3. Create excitement – on your products & services – and for people to work with you
  4. Have an entrepreneurial DNA.
  5. Have the spirit of a start-up.
  6. Be agile. Respond faster.
  7. Make lives simpler, better & a lot easier.
  8. Sell your dreams. Products will follow.
  9. Create a community of believers.
  10. Last but not the least: You can even start today. And Create. [I didn’t say “Compete”, for a good reason.]

Happy Creating!

Happy Selling!!

#sales #startup #ideas #marketing #branding

Contact us at:

Sales at zignalytics .com for any help in Marketing / Sales / CRM.

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Einstein asked for a bigger Dustbin!

That was a time when he was deported out of Germany and got asylum in the US.

He was taken to a new research centre allocated to him in Princeton.

They asked him if he liked the research centre. Is there any facility that is missing, they asked. He told them that the dust bin kept there is too small and he needs a bigger one.

Why, they asked.

“I am not an expert to do all the research 100% right, the first time itself. I will make mistakes. Hence, the need for a bigger bin.”, he told them.

Making mistakes is the first step to success.

But psychologically, that puts lot of pressure on us and we tend not to do anything so that we can avoid making mistakes. How smart, right? No.

Every single thing we do in day to day life goes through a learning process. We don’t know how to flash a smart card in the local metro, the first time we travel. But eventually, we get it right.

Life does not come with user manual. We learn by trial and error.

Fortunately, when it comes to Business or Sales, there are some specific methodologies, tried and tested ones. But that does not guarantee success.

Making mistakes is common. What is uncommon is taking up a work knowing fully well that we will make mistakes initially. And persevering until getting it right.

Having the determination to get it right, come what may, will lead us to Success.

Happy Succeeding!