I remember the time I met “Countrywide Financial” in Chennai for a software solution for their loan processing team. The interaction, the experience, and the subsequent proposal that the Projects Team & I put together was a learning experience in itself and the lessons learned in the process are not something they teach anywhere. During… Continue reading How to sell more by being Human!
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 competitor sold more than I did. Do you know why? In the initial days of my sales career, I sold antivirus software. For a year, we had product specialization at our company. I specialized on AV. [That was not my choice but my manager’s.] The whole market was mine to take. No account restrictions.… Continue reading The strategy used by a competitor….
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!
I am not a LinkedIn expert. But from following people who are experts, I understand that these are the steps to do well on LinkedIn: Be sociable. Build trust. Ask, how can I help you? Sell, only when the buyer reaches out to you. Be consistent on value addition on the platform. Share your comments… Continue reading Some quick tips for using LinkedIn well!
I have a number of stories to narrate from my experience in recruitment. But one thing is common across all the stories. And, that is: Nobody opposes the idea of growth in career. Howsoever one might be well settled in an organization, they definitely like the idea of further growth. Companies grow because the people… Continue reading Stories from recruitment!
In my first job, I used to sell two or more competing products in any category [MS Office Vs Lotus Smartsuite, MS Exchange Vs Lotus Domino [notes], MS SQL Vs Oracle WG / Ent, Scala Vs Oracle Apps etc]. In such a scenario, I was more successful, when I probed deeper & then suggested a… Continue reading How to become a consultant?
I understand the difficulties involved in creating good content. Here are some tips for creating good content – be it a blog post / a podcast / a video: Be objective. Keep it short & to the point. Stay on course. Narrate stories. Use humour. Engage audience. Connect with them. Be human. Some errors are… Continue reading What makes a content, good?
Young couple. Jus’ married. That was their first movie together [b’cos it was an arranged marriage]. They went to the theater early, to beat the crowd. Stood in the queue & asked for corner seats when they reached the counter. Not anymore. You can book seats of your liking online. Thanks to #technology. You make… Continue reading #tech in #sales
We went shopping. Our son, who is 12 years old, noticed something during the trip. Once we got back home, he asked: Why Domino’s & Pizza Hut are next to each other everywhere? That’s a good observation, I told him. This is called as #NashEquilibrium named after the mathematician John Forbes Nash Jr. In game… Continue reading Why do you find Pizza Hut next to Domino’s?