A sales playbook is a set of well defined and documented stages and activities across the sales cycle. A playbook helps you capture islands of successes within the organization and provides insights into what activities and what metrics are important to perform in order to get better results out of the same efforts put in…
You cant manage if you cant monitor and measure. Your sales plan is exhaustive and can have a variety of goals in order to reach the ultimate goal – Revenue. Is your sales team executing it right? How do you know? Sales Metrics Management… Managing sales teams can be got down to a science. There…
You have worked so hard in the sales process right from the initial meeting until this stage. The buyer has confessed what they want and you have also ideated multiple solutions. The buyer is convinced that you are a capable organization that can solve their problems. They have asked you to submit a proposal and…
The first stage in the Bottom of the Funnel is Presentation… How to be contextual to multiple buyers within the same organization while presenting generically about your company, about your solution or about your proposal. Till now, you have been speaking generically with your initial point of contact. You have spoken about what sort of…
With the drivers to start a business being very low these days in the tech industry, there is competition (At least wannabes claiming to be a great company) in every industry. All websites look alike and all salespeople without exception say that their company is the best-suited one to solve the buyer’s problem. No salesperson…
What is Needs Analysis? As a salesperson, we always take pride in giving solutions. However, many times, we have looked at giving solutions from one way – our way. This is because we are under immense pressure to sell. In those situations, we also make a lot of assumptions. We catch a few words of what the…
What is Qualifying a Buyer? As a salesperson, you end up meeting and interacting (Emails, Phone Calls, Social Media, Face to face meetings) with multiple buyers on a constant basis. This forms a part of the Prospecting stage of the sales process. The outcome of the meeting will range from the buyers showing a cold…
Every day 100s of your potential customers flock to some industry blogs or forums to either to ask a question or to find answers to the issues they face on a day-to-day basis. Are you, as a sales person, there finding out the relevant questions and answering those? Are you positioning yourself as a thought…
The last stage in the buyers decision-making process – Bottom of the Funnel. You are shortlisted vendor. You have got the RFP in your hand. You are making the proposal right now. You have been able to strengthen your position in the minds of the buyer. You have a good chance of winning the deal…
Once a lead is generated, the team jumps in excited that an opportunity has been found and begins servicing the buyer. All leads are not equal and it is important that these leads are filtered and decisions are taken on which one of the leads generated is worth the organizations time. There are many potential…
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