B2B Sales Training
All good salespeople are not necessarily good sales managers. The skills that got you here isn’t going to keep you here. You will need to build an awesome team, you have to coach them and train them, you have to constantly evaluate them, keep them motivated and…………. replicate the successful salesperson you were in the…
The stages are the multiple steps that you have to take the prospect through to get them to be a customer, i.e., Make them purchase. Unless it is a product that has high levels of the index of impulsive purchase or routine purchase, the buyer will take their time in evaluating the product and will…
Every company loves to have a great sales organization as that is the backbone of any company. Consistently hitting the numbers is very important for the organization to plan for future growth and also plan the hiring of the support organization. Science can be applied to hiring and forming the right sales organization. The questions…
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…
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