Why You Lose Deals

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  I was attending an online sales kick off meeting where i heard Anthony Iannarino present. He is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. Learn more about Anthony, his keynotes & workshops, or contact him directly. He shared a list of 20 reasons why sales people lose deals. I found it incredibly useful and true. So, wanted to share the same with you all. All these are addressed if you follow my SIMPLE framework for complex deals. This framework creates a step-by-step guide for you to increase your deal […]

PBTO31: Insights on B2B Selling and Leading a B2B Sales team with Alok Goyal

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http://traffic.libsyn.com/pushingbeyondtheobvious/31_PBTO31__Insights_on_B2B_Selling_and_Leading_a_B2B_Sales_team_with_Alok_Goyal.mp3Podcast: Play in new window | DownloadSubscribe: iTunes | Android | Email | RSSIn this episode, we host Alok Goyal, Partner at Stellaris Venture Partners and until recently, he was the Chief Operating Officer of SAP India Pvt. Ltd., a large global software company’s India subsidiary. Alok was also a strategy consultant (with McKinsey & Company in India and The McKenna Group in California, USA). Alok did his undergrad in Computer Science from IIT Delhi, a Masters in Computer Sciences from the University of Texas at Austin and an MBA from INSEAD, France. In this free wheeling conversation, Alok shares a […]

PBTO26: Sales Strategies to Succeed in Selling to Crazy Busy People with Jill Konrath

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http://traffic.libsyn.com/pushingbeyondtheobvious/26_PBTO26__Strategies_to_Succeed_as_a_Sales_Executive_selling_to_Crazy_Busy_Prospects.mp3Podcast: Play in new window | DownloadSubscribe: iTunes | Android | Email | RSS In today’s episode, we bring to you Jill Konrath. Jill is an author and a sales consultant. She has written three best selling books for sales people.                    In this episode, she shares her thoughts sales strategies and ideas for sales executives and sales leaders to succeed. We talk about How can sales and marketing can function better together What is the role of a sales leader and what can they do to make their teams more successful […]

What can Sales Executives Learn from the Book “Switch” by Chip and Dan Heath

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One of the most important skills that the sales executive policies leader needs to succeed is an ability to create a need or desire to change the status quo among their prospects and customers. In large, complex sales cycles, it is not just enough to be able to sell the change but also to be able to help the customer adopt the product or solution and get the benefits that were promised. This can lead to more engagements with the customer and hence create a positive spiral. The question is how can sales executives use the concept of “Switch” proposed […]

Lessons in Retailing..

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Last week, me and my wife wanted to buy a TV and had narrowed down to two brands – Panasonic and LG. We did all the research that we could online and decided that we should visit a showroom so that we can see, touch and feel the product, its features and how easy or difficult it was to use them. Frustration & Disappointment There started our journey of frustration and disappointment. We visited multi-brand retail outlets like Reliance Digital, Chroma, Adishwars, Vivek’s, Unilet, Pai International and a few more. All we wanted was for them to demo the product […]