Based on my experience of multiple client meetings and discussions with sales reps/leaders over time, I have tried to segregate prospective B2B customers in 4 categories based on customer’s understanding
We as B2B Sales professionals are told/ taught to understand our customers’ needs, get clarity on what they want to achieve, what is their success vision etc? At least I
In my last few years of working with B2B sales companies, I realized sales interventions ( be it Sales enablement or Sales Consulting ) can fall into one of the following 4 quadrants.
Whoever is in B2B Complex selling, all of us go through the “negotiation” phase of “Sales Process”, Unless you are a Monopoly or a Utility player in your industry, most
I have come across umpteen no. of entrepreneurs and sales leaders who expect their sales/ inside sales team to go figure out their ICP and win new customers. In many
Sometimes basics are taken for granted and it feels it’s not worth investing time and assumed as if all sales reps are aware and entering a client meeting well prepared.
Whoever is in B2B Sales we all know one thing – “Follow-ups” matter and many a time, its the reason for Sellers winning and not winning the deal. In a
I have been fortunate enough to get exposure to various functions of B2B Sales in my career. The last few years of my entrepreneurial journey allowed me to go much
Covid has greatly affected all of us including sales professionals. Based on my reading about few leading Sales Research papers (viz. Miller Heiman Group- CSO Insight), discussions with customers and
The Intention is to “Win More” But “Lose Fast” The Deals That Eventually You Are Going to Lose. I don’t claim to be an expert of B2B Sales. I am
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