Why You Lose Deals

  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 […]

SIMPLE Framework – The Most Important Step in the Sales Process

In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. I had elaborated on the 1st step which was about how to “Surprise” your customers to initiate their engagement. The second step in the process was to “Inspire” your customers, which entails that you paint a picture of possibilities.  The third step in the process is to be able to “Motivate” your customers to take action. The biggest competition to any sale being concluded is not your competitors but the “inertia” in your customer organization to change.  We need to understand that every significant purchase […]

“Inspire” Your Customers to Stop Losing Deals to Status Quo – SIMPLE Framework for Sales Effectiveness

In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. I had elaborated on the 1st step which was about how to “Surprise” your customers to initiate their engagement. Today, I shall elaborate on the next step – Inspire your customers.  One of the biggest reasons why deals don’t go through is in-action. Sales teams don’t lose a deal to their competition but to status-quo.  The first step in fighting status-quo is to inspire your customers to act upon the new insight that you had used to surprise them. Paint a picture for your customer […]

Are You Measuring the Right KPI’s for Your Sales Teams?

  Jason Jordan, recently published a post on HBR Blog titled – In Sales, Can You Manage What You’re Measuring. In this post, he talks about the KPI’s that sales teams have and if they are the right sets of KPI’s. He also talks about the fact that it far better to measure the lead indicators – “Sales Activities” to better predict and influence the result – “Sales Revenue”. This is a very interesting blog post and brings to focus a very important topic in sales management – How can a manager hold his sales rep accountable BEFORE there is […]

Introducing the “SIMPLE” Framework To Increase Your Sales Effectiveness

In the recent past, there has been a lot written about the fact that the entire buying process has undergone a sea change and due to which selling is becoming more and more difficult. I am herewith suggesting a process if when followed can still help sales teams succeed and improve their sales effectiveness dramatically.  S — Surprise: This is the first step in the process and also the most important step. In order to be able to do this, you need to understand your customers business better than they themselves know and find an insight which will surprise them. You can uncover […]