Category: Sales

Customer Engagement, Marketing, Sales

Did You Wish Happy Valentines Day to Your Customers

Valentine’s Day is a day when we don’t fail to wish and take special care of our loved one’s. So, why not spread the love to our customers, who are also special people in our lives (after all, we spend a significant amount of time with them or thinking about them). So, what could you do this Valentine’s Day for your customer: Send a hand written thank you note to the key people who have worked with you in the recent past (whether as part of a sale – won or lost, more importantly so if you lost the deal). […]

Leadership, Sales

Three Key Skills All Great Leaders Share

Everyone at some point in time of their career aspires to become a leader and hence the abundance of research and literature about leadership, different kinds of leadership styles, roles of leaders, skills and tasks of leaders and the list goes on and on. In this vast sea of leadership literature, I want to share my pearls of wisdom as well. In my opinion, every one of us need to be working on ourselves to become a good leader, like everyday. This is not only beneficial when we become a leader, but will enable you to do well in your […]

Sales

“SIMPLE” Framework for Sales Effectiveness – 3 Ways You can Use “Surprise” to Engage Your Customers

In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. The first step in the process is to be able to “Surprise” your customers with an insight or point-of-view that they are not yet aware of. This step is essential in improving the sales effectiveness as this enables the sales teams to initiate the process rather than wait for their customers to come to them with a requirement. There are three ways that sales teams can come up with insights that can truly surprise the customer. Some of them are as below: Network: One […]

Sales

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 […]

Sales, transformation

Do You Make this Common Mistake?

At the start of the year, I had decided that the theme for me this year was “Transformation“, specifically in 5 different spheres of my life. One of it was to transform my relationship with my son and wife – To spend more time with them with complete attention to them. In a step to achieve that, I tried to reach home earlier than normal yesterday. I reached home and started spending sometime with my 9 year old son. He has exams starting today at school and I was trying to teach him his Maths. In the middle, my phone […]