Understanding Key Accounts

    K.A.M. (Key Account Manager) must understand his account well in terms of a) Official Organisation Chart b) Decision Making Flow in the organisation c) Political centers of pseudo power d) Authorization pattern for the order e) Existing Competition and the respective Man Fridays for each competition K.A.M. selling is triggered by Relationship Selling.…

Know your territory like Shivaji Maharaj

  What is so great about Shivaji Maharaj? He practiced the art of Guerrilla Warfare. This was possible due to the in depth of knowledge of topography from where he operated. He knew every canal, ditch, cave, hillock and mountain of Sahyadri Hills. He would drop a bomb on advancing enemy from a hillock and…

Salespersons LISTEN with their EYES

  Almighty has given us a pair of ears to listen and a pair of eyes to see. The salesperson empowers himself with better hearing by adding up one pair of eyes to the existing pair of ears to listen. hy does a salesperson listen with his pair of eyes? This is simply because a…

Gap Analysis in Sales

  What is Gap Analysis? In the function of Sales, we often conduct Need Analysis (Desire[1] Analysis) of the customer to best understand the fit between customers needs and the No Even after doing Need Analysis, the customer may still defer the decision to buy because Gap Analysis is still pending. Gap Analysis finds the…

Sales Opportunity Hunting

  All salespersons on mother Earth is always hunting for good opportunities to sell and do more business. The billion dollar questions is Where do you find sales opportunities? If there was an address where one could locate sales opportunities, I am sure our tribe of sales professionals would have climbed Mountain Everest everyday for…

Successful Salespersons are Mad

  All Successful Salespersons are Mad. All Mad persons are not successful! Success in Sales comes out of a lot of madness, eccentricity,passion, zeal and enthusiasm to perform. It is never a pleasure to “climb the wall” as the only solution always to move ahead. Salespersons master in this to the extent that they enjoy…