The battle to grab your attention is hotter than the core of the sun. The speed at which we respond to stimuli is accelerating, resulting in our attention span diminishing. If you don’t believe me, here are some stats, 150 – Number of times we check our phone every day. 5 – Minutes before we …
In the ever-evolving landscape of B2B sales, understanding the nuances of client personalities can be a game-changer. DISC, a behavioural assessment tool, offers invaluable insights into personality traits and behavioural tendencies. By deciphering DISC profiles, sales professionals can tailor their approach to each client, fostering more authentic connections and effective engagements. In this blog, we …
Unlocking B2B Sales Success with DISC Personality Model Read More »
A typical day in the life of a technology sales professional often begins early with preparation for client meetings or reviewing sales targets, demanding sharp focus and strategic thinking. It is a dynamic blend of challenges and opportunities, requiring a high level of cognitive agility, emotional intelligence, and physical stamina. Cognitive Agility in sales is …
Fear of fear cripples many. Survival of the human race is predicated on the presence of fear. it’s a fundamental force that has shaped our evolution, keeping us alert, cautious, and ready to face the challenges of an ever-changing world. I delve into the concept of fear profiles [the manner in which fear manifests in …
Four managers across my three-decade career have been instrumental in pushing me to become my best. They made me question my status quo, gave me an opportunity to look at things differently, and was patient while making that change. Every single time, I’ve thanked them for it, I get all the below reactions. Feels embarrassed …
The Impact of Exceptional Managers on My Career Development. Read More »
As we embrace the new year let’s talk about setting goals that stick. We’re all familiar with the SMART criteria, but have you heard about the SMARTF3. Let’s delve into the essence that transforms goals from mere intentions into impactful results. 81% of People Fail to Achieve Goals 3 Reasons Why SMART Goals Often Miss the …
In the movie Painkiller, Richard Sackler is the creator of OxyContin, a powerful painkiller that caused a legal opioid crisis in the US. He tells his board, “All of human behaviour is comprised of two things: Run from pain, run towards pleasure.” He was right about human behaviour, but wrong about the consequences of his …
Pain or Pleasure? Hack Your Brain for Sales Success! Read More »
Cold calling, despite being a fundamental aspect of sales, can evoke feelings of anxiety and apprehension in even the most seasoned professionals. This reluctance is deeply rooted in human psychology and neuroscience. Our brains are wired to seek safety and avoid perceived threats, and cold calling often triggers the primal fear of rejection and failure. …
Mastering the Mind Game: The Neuroscience of Cold Calling Read More »
Demanding, arrogant, irrational, rude, manipulative, obnoxious, explosive people are about 3 percent of the population according to Dr. Albert J. Bernstein, a clinical psychologist and author. This article is based on a real meeting I had with a buyer. The buyer walked in with a defensive body language, trying to dominate the meeting from the …
Sales, especially in high-value B2B, is competitive. The more complex and valuable the product or service, the more people you need to manage during the sales process. Selling something simple like test automation is straightforward – you just need the right technology, experience, and price. But for bigger projects, like a digital transformation for an …
Foraging in Sales: Mastering the Art of High-Value B2B Deals Read More »
