November 28, 2019

In most early stage SAAS companies that I have worked with, the product owner or product manager accompanied me as the presales and solution consultant. I learned a lot from them, not just from their product knowledge but also from their instinctive sales skills. So se...

September 19, 2019

Selling hard or easy is a function of the product, market (prospects), competition, timing. It also depends upon our approach to sales. My background is in selling technology and food products to businesses and consumers. So following text is a generalization in the co...

September 6, 2019

Sales commoditization is the curse that many technology companies are facing today. The buyers have evolved to a more aware level while the sales organizations for technology companies are going back to the ways of commoditized selling.

August 13, 2019

Convincing someone is the most challenging job in life. We all see that a lot during the conversations we have with our families, friends, and colleagues. Convincing would often end up in a result wherein one person feels, “Something is not right, but I am still going...

December 16, 2018

When you are in front your customers presenting your story, there could be many emotions running through you. The success of a sales presentation is beyond these emotions. Being able to look at your own sales presentation in a disengaged mode can give you a great learn...

October 23, 2018

I tend to ask one question to every salesman, are you positioning to replace something or you are addressing a need for your buyer that isn’t served as yet?

I strongly believe that this question has a relevance in terms of how productive can the sales be. The sales and...

August 9, 2017

It was 8:00am Monday morning. While sipping hot coffee, I was on the teleconference bridge with Go to Meeting logged in, waiting for others to join. In those days, 8:00am to 8:15am on a Monday morning was the funniest time of the week.

Yep, you guessed it right, it was...

April 18, 2017

The right pricing model is a key to winning customers, achieving better bottom-line and prevents the post-sell depression.  

While sales numbers, fixed costs, operational expenses gain most of the focus in determining profitability, the difference made by right pri...

March 29, 2017

You were just “Fine” when you started up and then somebody or something came along and De-fined you – has this happened to you?

Young kids are super-courageous, do not know what failure is and are ready to take on the world but as they move ahead in their lives, they ge...

March 6, 2017

During this week I heard this question from 5 different people, 

“How long will my customers do business with me?” 

I could come up with one answer for all them,

“How long your customer’s customer does business with them is directly proportional to how long will they do b...

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