Blogs
Can moonlighting be a boon for the corporate world? Here is a refreshing take on it!
Moonlighting has become a hot topic these days. Many organizations are treating it as unethical and according to them, this practice should be terminated. However, is it really unethical? Should employees really be forced to put an end to their side hustles? Does...
What are the similarities between a successful start-up and a successful marriage?
This year on the 15th of April, I had my 10th marriage anniversary. I've been married to my wife, Aparna for 10 years. We have known each other for the past 11 years. Spending 10 happy years of being married was a milestone for both of us. I am a startup enthusiast....
How to prepare for your new sales job with the 30-60-90 day plan?
Every day when I log in to LinkedIn, I come across at least 1 post or on some days 3 to 4 posts where some or the other salesperson announces a change of Job. It seems like the job market for B2B salespeople has become really hot. Changing a job is a big move in a...
B2B Sales and Marketing Alignment
Sales and Marketing alignment is extremely crucial in any organization. This is why: The first step of revenue generation for every business starts with demand generation. One of the major responsibilities of Marketing is to do demand generation. Marketing qualifies...
The three gods of success that we learn from the inspiring story of Pravin Tambe.
Very recently, I saw a movie on Disney Hotstar called, “Kaun Pravin Tambe” and it was by far one of the most inspirational movies I have ever seen. It was also one of the most well-made sports movies out of so many others that I have watched so far. The message we...
What is Account Planning in B2B Sales & How Can You Effectively Perform Them?
What is account planning? Account planning is a planning exercise that helps salespeople map out the important details about their prospective customers, and give them actionable insights that they can use to close large sales opportunities. WHY IS ACCOUNT PLANNING IN...
The 6 Practices That Can Make You a Great Sales Leader.
A sales leader is the motor oil of the engine we call a company. Qualified sales leaders hold their teams together. They keep it working smoothly and bring efficiency into a business. Moreover, quality sales leadership gives way to an improved quality of the sales...
4 Simple Ways to Prepare for Your Next Customer Meeting.
Why are preparations in sales important? And how can you ensure that you are a hundred per cent prepared for your meeting? Read on to know. I remember the initial days of my sales career. Until the time I started reading and becoming a student of this profession, I...
5 tips to help you improve in time management in sales.
I recently read a book by Laura Vanderkam called ‘168 hours’. It was the first book I read related to time management. This book was a revelation to me. It changed the way I perceived time management and work. I realised that as a B2B salesperson the one skill I need...
Sinusoidal Behaviour of Ignorance
I recently had a discussion with one of my ex-colleagues who once used to work with me in my current organisation. After quitting my organisation he joined a small company in a Sr Management role. He wears multiple hats in that company, right from business development...
Birth Luck & Work Luck. How Much Control Do You Have Over Them?
Do YOU believe in luck? What does luck mean for YOU? Everyone has their own definition of luck. A lucky shirt, a chance encounter, winning the lottery, getting a discount, and so much more. Everything that works in favour of you automatically becomes your luck with...
5 Reasons Why Your Sales Enablement is Failing.
What is sales enablement?Sales enablement is a strategic, ongoing process of equipping sales teams with the content, guidance, and training they need to sell more effectively. The field of B2B sales has undergone significant changes. Customers are more knowledgeable...
The Future of B2B Sales.
I had my first sales job as a door to door salesman for a personalised children's book. This was in the year 2000 after my 12th standard exams. Since then I have sold Insurance, IT products, and Consulting services. In the last 21 years, I have seen that B2B sales has...
4 tips to help you adapt to the world of virtual selling.
For the people struggling with virtual selling, this blog was made for you. Keep reading to know how you can nail virtual selling. It was the 23rd of March, 2020 when all of India came to a sudden halt. Covid, which up till then was at a distance from our country...
Failure in Sales and Three Ways to Overcome Them.
Failure in sales is very common. But, dealing with those failures is something many salespeople struggle with. In this blog, I am going to talk about three ways you can effectively deal with failure. How do we define a Failure in general? If you pursue an outcome and...
The Why and How of Account-Based Marketing.
'Account-Based Marketing'. You might have been hearing this term a lot lately. This is not a new term but off late it is picking up rapidly. So, What is ABM? How does it work? And as a B2B salesperson why should you care about it? In this blog, you will find the...
The CEO Salesperson.
Who is a CEO salesperson? What are his qualities? Read on to know more. As a sales trainer, writer and salesperson I have read close to 15 books in B2B sales to date including B2B sales bestsellers like SPIN Selling, Challenger Sales, Strategic Selling and many more....
How to Set Realistic Sales Quota that Boosts Productivity & Sales.
Sales quota has always been a scary term for salespeople. But not anymore. This blog is here to help you set the right sales quota to increase sales and productivity. Read on to know how you can nail your sales quotas. Between 2012- 2016, Wells Fargo Bank in the USA...
My Review of 2021 and Hopes for 2022.
This is the first time I am doing an annual review. It is inspired by my virtual mentor James Clear whose work I am a big fan of. Life is a journey, so at times pause and check if you are moving in the right direction. Being someone with a growth mindset I always like...
5 reasons you should consider a career in B2B sales.
A career in B2B sales is an underdog when it comes to prospective career choices. It is also the most ignored, most overlooked option. Let's be honest, none of us went to college dreaming about a career in sales, and that is okay! Most of us stumbled upon sales as a...
The Power Of Words: How to use them or lose them?
Learning how to speak was among the very first things we learned as children. Words are the basest form of communication. So much so that when someone mispronounces words or uses a word in an incorrect context we think low of them. Such is the power of words. Words...
5 Professional networking tips to generate your sales pipeline.
Professional Networking is the biggest underdog when it comes to sales. Have you ever thought why? Hi Friends, this is Prabodh Deolekar, your online B2B sales mentor. And today we will be talking about all things 'Professional Networking.' We have heard this...
LDA: Read this if you want to nail your sales quota for next year
Large Deal Accounts. What is it? Why is it important for you to know as a sales professional? Read on to know how it can completely change your selling game. It was the year 2015, around June. I remember having a mid-year review with my then manager. Until that month...
How to KIS your customer and increase sales?
How to generate sales leads? If you are a sales rep this question might be keeping you awake every night. I recently saw Jeff Bezos' interview. He is the Chairman and founder of Amazon.com and he mentioned an important point in his speech. He said : "I have always...
The Diwali Commercials That Won Our Wallets And Our Hearts.
It’s the most beautiful day of the year again. Diwali. The word itself sets ablaze tiny little diyas in all our hearts. A festival that sets aside all differences, that brings people closer, that makes us smile right away. Put in a word, Diwali is magic. Especially...
5 sales negotiation techniques to help you close your next deal.
Are you looking for the best sales negotiation techniques? Then this is the blog for you. Hi Friends, this is Prabodh Deolekar, your B2B sales mentor. Before writing this blog, I had conducted a short survey. My question was simple. ‘What is that one area that...
3 Tips To Improve Your Listening Skills for B2B Salespeople.
Why listening skills are important? Have you ever thought about this? Most of us love being around people who truly listen to us. This does not change when it comes to sales. I personally would like to deal with a salesperson who is willing to listen and understand;...
Why Challenger is the Strongest in Challenger Sales.
The challenger sales approach is the most talked-about model in sales. Today we are going to review this popular book on Sales Enablement i.e Challenger Sales. 2009 was one of the worst economic recessions the world had ever seen. The collapse of Lehman Brothers and...
5 Easy Ways To Deal With Sales Objections.
What are sales objections?Sales objections are genuine concerns and apprehensions that buyers have which stop them from making a purchasing decision. If buyers objections are not addressed they remain unsure of making decisions which might lead to delay in deal...
5 sales lessons the life of Ravana can teach you
We all have Ravana within us!!! Yes we do We all have learnt valuable business lessons, management lessons and a plethora of life lessons from the lives of Lord Rama, Sita, Hanuman. Lessons that passed over generations. But have you ever wondered if the greatest...
How to close deals like a pro using SPIN sales?
Spin Sales is one of the most effective techniques for sales prospecting. At a macro level, I always believe a salesperson has two major functions. The first is to qualify a customer and the second is to convince a customer. Questioning skills is one of the most...
Elevator Pitch Framework To Fix Your Next Meeting.
What’s Elevator pitch?An Elevator Pitch is very essential when it comes to sales. As a Salesperson, your job is to meet a lot of new people, be it in a seminar, at a client location or a networking event. You want to network with as many people as possible. Now due to...
Storytelling in Sales.
The value of a good storytelling in sales is known to any professional salesperson. As a salesperson, building trust with customers is a constant endeavor till the time we close a deal. The customer decides to give an order to a salesperson only if he trusts him or...