A major aspect of sales is making connections based on trust. Yet, before you start with a new client, you first need to catch their attention. Sadly, it’s not in…
Posts Published byBhawani Srivastava You can connect with Bhawani on LinkedIn.
Aligning Sales and PreSales
What’s common between a fortune 500 dream tech powerhouse and a 500 people IT-solutions company? Apart from the great people, it’s the tussle between Sales & PreSales. Achieving harmony and…
What Marketing opens, Sales closes: Why Sales leaders Need to Know Both
Organisations, like sports teams, need specialist players to take the field. In order to win games, every team needs people who put more points on the board than their opponent….
5 Responses To Discounting Requests
A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically — Promising your prospect…
Pay Attention to PreSales, To Increase Sales
It might sound like a no-brainer, but it’s still worth noting- buyers want to be understood. For PreSales, perfection is a four-letter word- PACT. P- Problem Solving A- Articulate C-…
Golden Rules of B2B Sales Negotiations
How many times in our early sales careers have we come back and told our managers that the deal is done, but the only problem is the price ? And…
10 Effective Sales Questions To Ask
Sales qualification is a game of questions. Unless you ask the right questions, you won’t uncover the right problems to solve. If you don’t solve the right problems, your buyer…
The Truth Behind: Why You Can’t Sell to the C-Suite
Senior decision makers in general are becoming fatigued by salespeople’s questions. In fact, you can practically see that fatigue plays out over the course of a sales call. Most probing…
Sales Team’s Inability to Create Value Can Kill The Pipeline, Like Totally!
Who doesn’t want to create value? I meet an average of 5-7 senior business leaders a week who give me “heartgasms” every time they say “We sell only on Value”….