Category: Uncategorized

In the world of sales, majority salespeople work with inaccurate or partial client information, however the Heavy Hitters, or elite tech sales people, employ strategic Triangulation. What is Triangulation? It is a process of choosing a position and asking questions to discover a reality. It is at the main stage of ongoing sales calls, where…

The Information Technology Industry has been operating for a while now. Which means that the chances of a sales-professional meeting a buyer who is more experienced than him/her is equal if not higher. Many times salespeople are asked questions that are handed to them in order to check their forthrightness. This is quite often the…

This is an exercise that even the senior salespeople get uncomfortable with. If you have read my previous blogs, you know that selling to executives in the industry requires special techniques, since their priorities are different compared to the low and mid-level managers. And to do that in a time pressure situation is a totally different game…

You already know about the ‘Sales Cycle’. It’s the seven step process where you learn the framework to build a sale. There is also something called the ‘Sales Ladder’ which is not too different from the ‘Sales Cycle’. Almost every company has such charts hung up somewhere in their premises or have training sessions to…

B2B Tech Sales is a different league of its own. A sales book may guide you towards closing individual sales or making the best first impression on your direct buyer. But when it comes to representing major corporations and meeting heads of other corporations, your strategies need to be fine tuned to replicate similar success.…

When you are in a professional sales business, it’s just a matter of when you’ll be faced with a tough question that’ll get you thinking. This also means that the chances are you won’t have an answer to the question right at that point of time. Here is a list of do’s and don’ts that…

Imagine yourself from any of your past meetings. Now, remember the man or woman who was fiddling with the phone or just plain looking into the laptop.This is a scenario that the best of us encounter and it is more common than you think. In today’s day and age, especially the time since the pandemic…

This term is normally used when someone is trying to fool you by giving you the wrong picture about something. So before we begin, I want to state clearly that that’s exactly the opposite of what we are trying to do here. Today, we’ll be drifting from Technology Sales to ‘Sales’ in general. No, this…

We have all heard prospects or even current customers mentioning that our prices are high. Some even go far as demanding that we reduce our prices if we have to continue the business with them. Be sure to read my blog on a similar topic, as it’ll give you good insights on how to handle situations…

Prospective employers want to see your accomplishments while you’re interviewing for a job. If you’re an engineer, you point to the items you’ve designed. You hand over a portfolio if you’re an architect. You supply campaign analytics if you’re a marketer. The same is true for a salesperson as well. Organizations want to know what…