Information Technology Sales simplified

Cold Calling, arguably the most brutal part of sales, is what stops people from pursuing a career in it. Most of the time, people have no idea who you are, and then, you have to convince them to buy your product or service. Horrific, really, but in reality, cold calling does work and is the…

Let’s get technical first about “what is a story” before we speak about business storytelling. A story is a sequence of related events, which has a time and a place. Which then has a complication, a surprise element if you will, and then the turning point or motivation which finally leads to a natural resolution,…

If you are starting of your career in sales, you’ll hear this term a lot – customer pain-points. You’ll be told to just solve them and you’ll be through, but it this advice good enough to take you through the rest of your career? Let’s explore. It is true that when you are trying to…

If you have attended a business school or have been a part of a corporation, chances are that you have heard the phrase ‘Competitive Analysis’ almost all the time. If you have, feel free to keep reading on (you thought I’ll ask you to skip.. Not really). This blog isn’t going to talk about your…

This is a controversial topic as a lot of material has been written on the subject, and to be honest it’s heavily skewed towards ‘Never’. But having lived in the technology sales industry for close to more than a decade and a half (depending on when you are reading this) it’s important to know when…

Meeting new people is stressful at all levels. If you notice an interaction between two strangers, you’ll notice that they are always on their guard. The assessment is not that of physical intimidation rather on psychological superiority, which is a threat to the psyche. Eventually, they will classify the other as an equal, a shade…

If there was a super salesperson, their super power would definitely be asking questions. I mean, ofcourse, mind manipulation into directly giving you their business would be great! But that would also be unethical and more of a Super Sales Villain style.  I‘ve always been the biggest proponent of listening and a big fan of saving…

Yes, travelling is an essential part of a sales professional. It’s important because to build trust which is the most important factor for a customer to buy from you, you have to meet them in person. While video calls are great, there’s nothing that can outdo the connection a face to face conversation or meeting…

In this blog I’ll teach you a clear step-by-step sales process with clearly identifiable milestones. Follow these easy procedures and you will be a pro in no time.  Are you laughing yet?  Good, if you are because it’s not that simple, no matter who tells you so.  Technology sales is not a one person job.…

So you’ve got the coveted meeting with the all important prospect you have been waiting for all along. Congratulations! But now, you are faced with preparing for the actual meeting. This is probably the most important step of your sales cycle. Any misses here, and all the work you have put until now, will have…