Product Guy Vs. Sales Guy in a Room with Client
In most early stage SAAS companies that I have worked with, the product owner or product manager accompanied me as the presales and...
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The Conversational Sales Enablement Co.
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A Thing About Selling Hard with(out) Regard
Selling hard or easy is a function of the product, market (prospects), competition, timing. It also depends upon our approach to sales....
Perils of Self-Commoditizing Technology Sales
Sales commoditization is the curse that many technology companies are facing today. The buyers have evolved to a more aware level while the
Why Convincing Someone isn’t Selling?
Convincing someone is the most challenging job in life. We all see that a lot during the conversations we have with our families,...
5 Tips to Deliver Best Sales Presentation
When you are in front your customers presenting your story, there could be many emotions running through you. The success of a sales...
4 Tips to get Past Buyer’s Risk Averseness
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...
Funniest Moments of Sales Reviews that Lead to Mediocrity in Performance
It was 8:00am Monday morning. While sipping hot coffee, I was on the teleconference bridge with Go to Meeting logged in, waiting for...
Entrepreneur’s Nightmare “Oh, your price is too high!”
The right pricing model is a key to winning customers, achieving better bottom-line and prevents the post-sell depression. While sales...
3 Growth de-fining moments to be avoided by entrepreneurs and ventures
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...
How Long will your Customers Do Business with you?
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...
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