BLOGS
4 Categories of Customers Based on Their Understanding of “NEED” & “SOLUTION”
What’s the biggest mistakes B2B sales professionals can make? It’s selling the same way to every customer. It’s like playing the same cricket shot – stepping onto the front foot
70+ Powerful Sales Questions to Uncover Your Customer’s Needs
Asking the right questions is the cornerstone of uncovering a customer’s needs in the sales process.
In a landscape where customer expectations are constantly evolving, presenting a solution that is
Keeping the Romance Alive With Your Long-Term Customers and Avoiding a Breakup
In my recent conversations with business leaders, a recurring theme has emerged – Long-standing customers are beginning to feel neglected in their relationships with suppliers. It’s as if the relationship, once
Why Are Sales Engineers in Demand? How to Recruit Top Sales Engineers
Table of Contents It’s getting harder and harder to find good sales engineers. Why? Because sales engineer with the right skillsets are rare. Tech-savvy, great with people, and able to
Postman Sales Rep Vs Consultative Sales Rep
I’ve heard many leaders and business owners express concerns about declining new business. Most of the revenue now comes from existing accounts and reduced margins even when deals are won.
Not Every Time Adding a Sales Team Will Increase Your Business, at Times It Will Reduce the Business
In the pursuit of business growth, it is a common belief that expanding your sales team will automatically lead to increased revenue. However, this isn’t always the case. Sometimes, adding
Why Customers Are Not Picking Up Your Calls (How to Effectively Follow-up With Them)
In today’s fast-paced business environment, getting a potential customer to pick up the phone is more challenging than ever. During my discussions with multiple clients, one challenge they always share
Measure Sales Productivity
Sales Productivity Metrics Should You Track Activity-Based Metrics 1. Number of Calls Made This one’s pretty straightforward. We’re counting phone calls your sales team makes in a day. Calls are
5 Levels of Sales Leadership – Find Out Which Level You Are at
John Maxwell’s 5 Levels of Leadership is a valuable framework that can be particularly applied to Sales Leaders to help them understand how they can effectively grow and enhance their
Upselling VS Cross-selling: Key Differences, Examples & Tips
Table of Contents What is Upselling? Upselling is a sales technique where a seller encourages the customer to purchase a more expensive, upgraded, or premium version of the chosen product
70+ SPIN Selling Question Examples to Win More Deals
Table of Contents In my experience sales is all about understanding the prospect’s needs, pain points, and challenges. This understanding isn’t just about what you think they need; it’s about delving
What Kind of Sales Leader Are You? Multiplier or Diminisher
Table of Contents In Enterprise sales, leadership not only drives strategy but also the energy and effectiveness of the entire team. Recently I read the book by “Multipliers” by Liz Wiseman’s,