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?
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!
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… Continue reading Account Based Marketing