Some jobs are thankless. You get noticed only when you drop the ball. Sound familiar? In conversations with CIOs, I’d ask about what success means to them – and then…
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Cobras, British colonists, CRM & KPIs. The British colonists tried to reduce the snake population in India and offered bounties for dead cobras.The local population started to breed cobras to…
read moreWhen costs need to be optimized, the first two things that get cut are training & consultancy. Guess how your service is treated internally for budgeting. One of my CIO…
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Digital self-serve is here to stay and the product/service price isn’t that much of a factor anymore. “Despite the conventional wisdom that big ticket sales require in-person contact, 20 percent…
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As a salesperson, what’re your thoughts about cold calling? Surely, no one loves cold calling people – right? I interviewed a number of salespeople the past couple of months in…
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How is the process of selling/business development different now compared to pre-pandemic times? Or is it the same? I spoke with a very experienced sales professional earlier this week to…
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This is the first of a short series of posts. I have a confession to make – I have probably made every mistake in the sales playbook that is to…
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