Information Technology Sales simplified

A lot of young professionals are curious to know how is their day going to look like once they get into the professional world. I had the same questions too. Here’s what to expect:  1. PROSPECTING What is it like to work in the early mornings in sales?? If you are just starting, it means…

When you are in a sales cycle invariably a question that will be posed to you, either by the prospects or the sourcing team within the prospect’s organization, is to provide a reference for similar work done in the past.  This question is thrown at you: 1. To assess how you react to the situation…

You’ve followed the prospecting techniques, convinced the prospect of having a meeting with you and now you have a presentation to make. Do well here, and you’ll move on to the next stage. Goof up, and you’ll be starting the process all over again, most likely with a new prospect. If you are part of…

If you have reached here searching for this material online, it’s either because: 1. You haven’t taken any training or course yet, and you want to know if it’ll be worth the high $ amount these typically sell for, (or) 2. You have taken a course already, in which case you kinda know the answer,…

So you got that the coveted meeting you’ve been trying to get for some time now. But the work is just getting started. And as a sales professional, the end responsibility of the sales call is your responsibility, no matter how technical or senior anyone in your meeting is. Below are four scenarios that you…

Type on Google about this topic, and you’ll get plenty of blogs stating what according to them are the best. Everyone is right at some level. But what I plan to list out here are the skillsets that a sales professional in a tech industry needs to have. And as you can imagine, a lot…

Empathy is a sales person’s middle name. As with every relationship, the best way to forge a lasting business relationship is to have a good vibe going with all interactions. You are after all,  dealing with people on the other end, so make them feel good. Feel heard. Feel understood. Every customer, irrespective of the…

While the picture might give that impression, just to be clear, this isn’t about being ‘physically’ attacked. That’s a criminal offence in most countries and should be brought to the notice of the appropriate authorities. This blog is about the time when you as a sales professional are being attacked while in a meeting presenting…

Isn’t it always? It’s rarely that you will ever make a sale without this statement being posed to you. You see, Price is the easiest challenge that a prospect can pose to a sales person. There is no need to justify it with any data or proof points. All a prospect needs to do is just say…

In selling the major obstacle is often objections that customers give you that stop them from buying and stop you from selling. These come from a lack of belief that your product or service is any good. Or your prospect might believe what you are offering is inherently good though they  may not believe it…