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8 Ways to Ensure a Lost B2B Sales Deal

One maxim comes to mind whenever the topic of a lost B2B sales deal emerges: “Experience makes you wise.” No, it’s not something our grandparents and parents say for fun; I’ve realized this the hard way. A deal can die for several unexplained and unaccountable reasons even when the requisite preparation is flawless, which is [...]
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The Mass Cold Sales Email That Can Get You a 5–7% Response Rate

Leveraging LinkedIn to Send the Perfect Cold Sales Email to Your Prospects was the topic of my previous post in which I enumerated pointers that help me craft a holistic cold sales email and get noticed by high-value clients. In this post, I have highlighted the importance of investing a little bit of time to [...]
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Leveraging LinkedIn to Send the Perfect Cold Sales Email to Your Prospects

Every time you shoot a cold sales email, after mustering every ounce of optimism, you wish that your prospects actually open it. In the process, you hope it effectively communicates your value proposition and progresses a conversation to the ultimate coveted stage of a “paying client.” Only sometimes, it doesn't. Users block, or mark your [...]
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Embedding sales training and collateral in a sales rep’s daily workflow

We are very excited to announce the release of a very powerful feature in 19th Mile – our Sales Academy. It is a sales academy with a difference and it will dramatically increase the adoption of sales training. It embeds sales training content in your sales CRM workflow. If you are going for a sales […]

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The Case for a Mobile First Sales CRM

Mobile first has become a buzzword in the world of enterprise applications. There are, obviously, pros and cons to a mobile-first approach. If you focus only on the mobile user, you might end up ignoring the web user, who deserves attention because he or she is still in a majority. Despite the rapidly increasing use […]

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4 Strategies To Get Sales Reps To Update Data In Your Sales CRM Regularly

In one of my previous posts, I had written about how the science of sales should be left to software. This is increasingly becoming a reality. The fundamental ingredient, if sales tech is to help organizations, is data. For the most part, this is the data that salespeople need to input regularly and accurately in [...]
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Got an important sales demo? Use this checklist!

A couple of days ago, I learned the importance of a sales demo checklist the hard (almost) way. I had a critical meeting related to a big opportunity I’ve been pursuing. My team and I were planning to demo the full capability of our product to key sales ops stakeholders from various business units of […]

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What a Himalayan drive taught me about sales & entrepreneurship

Last year, my family and I decided to go for a driving vacation to the Himalayas. We went to a place called Sangla Valley, close to the Tibet border in the northern part of India. We had been driving to the Himalayas for the past two years, going further into the mountains every year. Sangla […]

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The Sales CRM is evolving to handle the science of sales

Today is Tuesday, 12th December 2017. I’m on my way to work and I am looking at the to-do list in my sales CRM app. It promises to be a day when I could get through some of those items that have been languishing on this list. My daily sales status meeting with my team […]

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Rock Star Sales Rep to Sales Manager

Benjamin Sanders started out, as most young sales people do, with ambitious dreams and a spirit to match. Sanders was a born salesman. His clients couldn’t resist his honest charm, his helpful attitude, and his ability to cut through the noise and give them what they needed. It was no wonder, then, that Sanders quickly […]

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