The moment I quoted my fee,…

He was an Operations executive from the Logistics & Supply Chain Domain. His company does “business and advisory consulting for transformation, growth, cost reduction across manufacturing, logistics and supply chain space.” He sent me an invite to connect on LinkedIn. There was no introductory note. But I still looked at his profile and accepted the… Continue reading The moment I quoted my fee,…

My worst experience with a Prospect!

My worst ever experience with a prospect. Like everybody else, I too write about only my good experiences. But the truth is that the bad experiences teach us what they don’t teach at Harvard or IIM. But still we don’t talk about it. Though the bad experiences are more in number comparatively, I still write… Continue reading My worst experience with a Prospect!

Microcall

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… Continue reading Microcall

Rediscovering the “Art” of Prospecting!

John Barrows & M. Jeffrey Hoffman conducted the webinar “John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting” yesterday or today [depending on where you live :)]. I enjoyed it thoroughly. What an energy & insight. Learnt about “Why you? Why you now?” technique to turn cold calls and cold emails to hot… Continue reading Rediscovering the “Art” of Prospecting!

Match the speed of your Prospect!

I was patiently waiting at a clients place to sell a particular software, let us call “Product A”. I knew before-hand that I am likely to meet a foreigner, a Brit working in India. And I was there to solve an urgent problem. That was a UK company into oil exploration & drilling on the… Continue reading Match the speed of your Prospect!

How not to communicate…

Well, I am a great fan of emails. After the invention of wheels, I consider email application as the greatest invention. Even after whatsapp, messenger, skype etc, email still holds its place in this era of instant communication. But do we really know how to write an email? How to write an email that sparks… Continue reading How not to communicate…

Questions to ask yourself about your Sales Function

What Sales methodologies do you use ? Situation, Problem, Implication, Need-Payoff, popularly known as SPIN Keeping it Simple, being iNvaluable, Aligning your activities with your Customer’s priorities or SNAP Conceptual / Solution Selling Consultative Selling Do you have a proven Sales process ? The steps right from leads / cold calling / known universe to… Continue reading Questions to ask yourself about your Sales Function