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Topic: Selling Tips

Why and how to analyze customer sentiment on sales calls
By on February 18, 2021

Not even trained professionals can claim to make a 100% accurate assessment of human sentiment. Effective methods like reading body language and facial expressions too fail when..

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Need Discovery: why it’s the need of the hour for any sales call
By on January 28, 2021

Sarah is a senior sales executive for a popular marketing automation tool. She’s on a call with Mike, who heads marketing for a software company called Up Tech.

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5 key sales tips to transition from field sales to inside sales
By on January 14, 2021

A new world order seems to be emerging in the midst of the raging coronavirus. One of the most interesting outcomes of the new faceless contactless world is how enterprise sales are being..

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Covid - Democratising Saas enterprise sales for startups
By on January 7, 2021

Enterprise selling is an expensive affair.  It requires high quality sales teams connecting the dots across a wide range of functions within an organization - apart from your championing..

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Overcoming Price Objections
By on December 8, 2020

A price objection is the most common objection surfaced in every sales call  - 1 in 4 prospects raise objections regarding price. And the Pavlovian response is to offer a discount or..

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The LAVA Technique to Objection Handling
By on November 8, 2020

“I don’t see what your product could do for me”, says a prospect, “It is just too expensive”,  says another.  As sales reps, you face objections in every pitch and have probably tried some..

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How to sell in a crisis
By Praveen Swaminathan on October 8, 2020

Almost every salesperson has been through this dilemma. In the midst of an ongoing crisis, they sense an opportunity to sell. And while their rational sense leads them to believe that they..

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Customer – Sales Interactions – Shining a Light into the Black-Box
By Shobhit Mohan on October 1, 2020

As Sales leaders, we all face a common challenge of trying to figure out exactly what’s happening in the last mile of our sales process, when the rubber hits the road. It’s pretty..

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CRMs Suck & We’re Stuck! Or Are We?
By on July 16, 2020

I’ve mostly surprised by how successful CRMs are as a category of sales enablement tools. Most startups make early investments in CRM as their first go-to solution to think about sales..

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Scaling Mount McQuota – The muddled middle of sales performance
By on July 2, 2020

VPs of sales tasked with hitting quota for the quarter ultimately rely on their teams making their numbers. When handling a sales team, we all see that bell curve distribution between the..

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