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Sales CRMs for Start-Ups: The Why and the What

Sales CRM for startups, speaking strictly from a point of excelling, are far better than excel sheets. If you are a founder of a B2B start-up, sales CRM solutions are needed early in the game. How early? How about as soon as you start meeting potential customers. In this post, I want to provide a founder’s [...]
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Climbing the Corporate Ladder Quickly

When it comes to climbing the corporate ladder quickly, the word journey takes on a different meaning. As opposed to roads, flights, road-trip playlists, and wonderful vistas, the corporate journey involves boardrooms, cubicles, mentorship, and self-improvement. I’m here to discuss some of the elements of this journey for those who want to keep that career [...]
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How to use your buyer research wisely in sales meetings

As much as I want to knock the ball out of the park during sales meetings, the question of conduct looms large before I step to the plate. What I say during the meeting and how I say it form an integral part of the sales process. This is when the information gathered about the [...]
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Sales acceleration for startups

I have seen this scenario play out several times. A B2B startup comes out of its initial stages, achieves a good degree of product market fit and now is stepping up the gas on sales. To accelerate sales, they need to execute a standardized sales process, get data-driven in their decision-making, manage goals, onboard their [...]
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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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10 Sales Call Planning Steps for a Meeting with a Decision Maker

Sales call planning, especially when meeting with a decision maker of a high-value deal, is critical in B2B sales. It’s not easy going through the arduous process of prospecting, getting past the “gatekeepers” and getting through to the top management. After going through the wringer, meeting with a decision maker is where I don’t want [...]
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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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B2B Sales: Definition, Challenges and Strategies

The nature of B2B sales has been changing over the years. This change process has accelerated in recent times with the enlarged role that social media is playing. In this post, we will look at the challenges a B2B sales organization faces today and the strategies to overcome them. But first, let’s understand what we [...]
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B2B Sales Recruiting: Getting It Right Every Time

B2B sales recruiting is critical if you want sales acceleration. The right team can result in millions of dollars in future business. Hiring a wrong team member – yes, even just one, can mean slower sales growth and, equally importantly, a tremendous amount of management bandwidth wasted. Hiring also has to be done within the [...]
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