Tag: Sales

Leadership, Sales

Three Things That I Look in a Person Before Hiring

I read a wonderful post by Shane Parrish titled “Warren Buffet: The three things I look for in a person“. Here he shares three qualities that Buffet looks in a person: Integrity Intelligence Energy He also thinks that without the first, the other two don’t matter much. This reminded me of my mentor and his principle’s while deciding to work with someone. His list was as below, in the order of importance: Integrity Passion Ambition Again, he said that without the first, the other two are a sure recipe for disaster. However, when you add that in the mix, it plays the role […]

Sales, transformation

The lure of large deals

If you are a sales leader, working in the software industry, you would know the importance that any organization places on the deal size. The bigger the deal size, the better it is for you. Right? WRONG! In my experience, really large deals (aka, multi-million dollar deals) rarely prove to be a success; for both the parties – buyer and seller. This sounds a bit counter-intuitive, but it really is true. When I think about why this is so, I came up with the following reasons because of which this is not good for the buyer: Typically, once such a deal […]

Customer Engagement

Dear Facebook: Please Give Us A ‘Sympathize’ Button

Vinay Iyer recently wrote a very interesting post about the importance of Capturing the real 360 degree ‘Voice of the Customer. You can read the post here: Dear Facebook: Please Give Us A ‘Sympathize’ Button. There are some very interesting things that he talks about: Find smart ways to “mobilize the promoters” and “recover the detractors. He also explains why context is key in any form of survey done with the customers. Though, I agree with all of his suggestions, I still think that this is a reactive way to engage with your customers and could work for simple transactional situations. […]