Linking through Linked In

Linking through Linked in - While there is a popular perception that linked is a glorified place to store your CV, it could also be pursued to improve your relationships and sales. Most often it is used by sales enthusiasts who want to sell through social media  and mostly sell technology based products. It primarily serves as a research and communication tool. People started to make initial customer contact through linkedin. If you are willing...

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Sense the sales greed!

Sense the sales greed! Most often it has been noticed that pitching and begging for a deal is given a priority rather than the focus on listening to your prospects. Your goal should be to uncover buyers needs and not to force unqualified leads in to your pipeline so you will depict your greed. What top sales executives do it to ensure they stuck to basics and practice perfection on each call. There will be exceptions however you should not...

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Can I have your attention please?

Can I have your attention please? Listening is an extremely important attribute while selling, You would have to pay complete attention to contemplate the prospects perspective. People who listen effectively only sell effectively. While on a sales call the sales rep is busy preparing what they need to say next rather than paying attention. This is because they are not ready to handle the objections. The secret trait to the top successful...

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Firm Leadership

Firm Leadership: While it is extremely important to achieve firm sales targets it is indeed important to exercise your authority at times. Reprimanding is an option no one likes however it is essential to unleash your authority depending upon the situation. There is always a thin line which should never be crossed. This is not taught in any MBA curriculum you have to learn live on the field. If you adhere to the below mentioned guidelines you...

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Fighting your quotation through!

Fighting your quotation through! It is quite frustrating when you know that your client is requesting for quotations from several other firms for the same product and you could lose the business because of the price, since the client wants it regardless of who would provide the service. When you are stuck in bidding war it is important that you not talk about the price but also focus on the actual service and value he would be receiving,...

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Disqualify the lead

Disqualify your lead Sales qualification is crucial because follow up plays a vital role in your daily rigmarole. Most of us get tired when we endlessly follow up on with clients who are extremely busy and they do not care to reciprocate their disinterest firmly. This makes the pipeline more robust however it does not often results in closure. As we are aware that the industry standard closure is about 10% to 20% depending on the industry....

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selling while presenting!

Selling while presenting When you are presenting your product or service to the potential client and while flipping from slide to slide you would need to consider several factors which could ensure that the audience is not only attentive but also deliver your unique selling proposition. While presenting data, relate with laymen examples which helps the potential client to paint a picture of how he would gain advantage after using your...

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Managing Introverts in Sales

Managing Introverts in Sales According to a recent survey more than one thirds of the world population are Introverts. Managing them in sales quite is tough; don’t be surprised by looking at the world’s top introvert prominent leaders. People recharge themselves by being silent and need periods of solitude in order to be creative and productive. Mostly these employees prefer to eat alone, be quiet at team meetings and avoid gossip completely,...

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Inside sales – Introverts

Inside sales – Introverts All through it is mostly perceived that sales people should have an extrovert personality and the ability to display resilience attitude amongst others. We also try to include MBTI (Myers Briggs type indicator) assessment while interviewing candidates. However a little latitude is provided when you working at Inside sales, Personally I look at these qualities where a candidate takes time out to read and educate himself...

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Inside Sales quality – Achieve 100% and maximize revenue

Inside Sales quality – Achieve 100% and maximize revenue For Inside sales managers: “Winning is not everything, but the effort to win is” - Anonymous Every one aspires to have successful sales careers but keeping aside the office politics, is there a measurement criterion to evaluate your every move. Would it give you consistent growth? As an Inside sales manager you would need to gauge and create a very strong script which should not just cover...

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The wolf of Wall Street is asking you …. “Sell me this pen”.

The wolf of Wall Street is asking you …. “Sell me this pen”. Since the inception of my sales career at every sales interview it is the most used common question which was asked “Sell me this pen” I used to start bragging about the features and then relate why this pen was an advantage to buy over others and then move to how it is going to benefit to the customer. Now Sales is not like writing a line of code managing a balance sheet or knowing...

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Storytelling -- A Sales art

Storytelling -- An Inside Sales art Gone those days when granny used to tell bed time stories to children which embarked strong moral values in to the children’s physiological system. I started playing lullabies from you tube for my daughter which put her to sleep. No matter how you would use technology to your advantage selling is definitely a human thing, You would need to integrate a lot of factors like your previous success stories, your expertise...

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Inside sales- communications skills at conference calls

Inside sales- communications skills at conference calls “A man is seldom better than his conversation”- anonymous. It is imperative that communication plays a vital role in the functioning of an Inside sales team. The most important asset which we rely on is conference calls and hence it is essential that we use variety of communication techniques to both understand and be understood. Communication is the process of sending and receiving information...

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Primary Responsibilities: Inside Sales Executive

Job description: Inside sales executive. • Inside sales executive should cold-call / email prospects that are generated by external sources and identify decision makers within targeted lists to pilot the sales process. • Inside sales executive must penetrate all assigned accounts by handling inbound enquiries, unsolicited prospect calls and outbound calls to existing customers via phone and email. He should emphasize product/service technical features,...

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Inside sales trajectory

Inside sales trajectory, Efficiency is prime when considering Inside sales because its ability to reach more prospects are high, The pay structure usually is less than field sales guys and there will be no travel costs, as most of the information is readily available online the buyers are looking for value addition and other services. My first job at Dell back in 2003 was quite intriguing; I was working for an American firm, sitting in Hyderabad,...

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Delegate & Educate - Stressful Sales Managers

Delegate/educate - Stressful Sales Managers The modern era of workplace has become very demanding; it not only seeks your execution with precision but also demands you to focus on rapid strategic improvements to redesign and conceptualize the existing process. The way forward is to ensure we take time out from the current rigmarole and educate tirelessly. It is important that we focus on learning things from an organizational view which can...

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Inside sales Infrastructure

Inside sales Infrastructure If you planning to start an inside sales team the below infrastructure is a must, Inside sales today holds critical aspect in the revenue generation process for a company. Though we have various text book definitions we simply can comprehend it as partial marketing and partial sales. And While you are planning for a new inside sales team you would need to look at these critical factors as they are vital infrastructure...

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Sales Planning

Sales Planning Before you finalize your revenue goals you need to look at your traffic goals, lead goals, quote/ proposal goals sales goals and finally revenue goals. Sales are tightly integrated operation with talent and technology, whilst it has been quite important it could be only achieved by a conjoint effort of marketing. The key ingredients on planning are lead generation, account management and account development, the culmination of...

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For sales beginners

For sales beginners: When you first start the market will always be unfriendly, it says no body needs this stuff, the consultants say no body needs this stuff, these are objections which you would need to overcome by creating the need, ability to paint the picture, some products don’t need that selling because the customers know already what they need it but if you are going to sell that product then you are not really making money, The gap in...

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Presales - Essentials

Pre sales - Essentials  After my years of sales experience it is evident that most qualified sales people should join presales, it is the final presentation stage in the revenue generation cycle, It the face of your company like a curriculum vitae, There should be a certain amount of nimbleness when it comes to presales. Before you submit your proposal you need to evaluate if you can deliver this product or service, and can you win this...

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Sales Mantra -

The Sales mantra - You & Why.... for all sales personal out there… Read this out Loud. The most important thing in selling is “you”. The customer buys “you” first. The first sale that is made is by “you”. The customer buys it because it is “you” who matters, It is “you” who are the face of the product, It is “you” who is the face of the company. The first person who wants to make the difference is “you”. It all begins with...

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Inside sales process map

Inside sales process map- It is extremely important that you choose the right approach to be successful in sales. Your winning edge lies in delivering success through effective research. Firstly you would need to identify your target customer from the specific geography where your comfort level of conducting business is easy.  You would need to choose any of the three methodologies, an email campaign; social media connect which needs to be...

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how to deal with sales pressure

How to deal with sales pressure - It is quite evident that sales is a high pressure job, your combat begins if you commit to a number your boss wants you to achieve and if it isn't a realistic number that is where the struggle begins. You would need to be quite tactful while you selecting your targets, Just because some peer is not feeling well or going on a long vacation there will be pressure on you to take his target but that will eventually...

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Is Sales a science or an art – An argument with an interviewer?

Is Sales a science or an art – An argument with an interviewer? It has been quite an intriguing experience when my education credentials and sales certifications were discarded in the first few seconds of the interview,He was a senior sales director of a $ 7 billion enterprise. He stated sales is actually an inbuilt talent, an art being street smart, not something which could be learnt a science. Oh My God ! now how do I contradict this? Things...

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