10 Things I Learnt In Sales
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10 Things I Learnt In Sales

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This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These ...

This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These are very fundamental, basic tenets that I have found to be true while working in New Business Development Teams in the past 12 years.
Over the years I have conceptualized, implemented, executed various steps in the New Business Development process. This is original work.
© Geetanjali Dighe.

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  • This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These are very fundamental, basic tenets that I have found to be true while working in New Business Development Teams in the past 12 years. Over the years I have conceptualized, implemented, executed various steps in the New Business Development process. This is original work. © Geetanjali Dighe.
  • I opt for a few marketing emails, most of which do not add any value to me. Out of the scores of junk emails I receive, there is one email that was so different that I read it till the end. It was genuine and honest and explained what benefits I could have from a certain service. I receive one email from this person a month. The second one too had ideas on how to buy small profit web businesses. There was NO link in the email. I actually googled this person, landed on his blog and now follow him on twitter. Honesty does not go out of style.
  • This is a presentation is my attempt at consolidating what I have learnt while working for Software Product and Software Service enterprises of small to medium size (less than 500 employees). These are very fundamental, basic tenets that I have found to be true while working in New Business Development Teams in the past 12 years. Over the years I have conceptualized, implemented, executed various steps in the New Business Development process. This is original work. © GeetanjaliDighe.

10 Things I Learnt In Sales 10 Things I Learnt In Sales Presentation Transcript

  • 10 Things I Learnt In Sales
  • 1. Knowledge Assimilation
    Over the years great sales people with varied industry backgrounds develop their own unique ways of assimilating knowledge quickly
    To be a great sales person is to adapt and evolve quickly; e.g. get on board social web to track customers or competition
  • 2. Ownership
    A great sales person educates himself/ herself on the solution offered, the options available with the client and WEIGHS his/her solution with respect to them
    A great sales person JUDGES for himself/herself if the solution adds value to client and how much
  • 3. Esprit De Corps
    Very few things are achieved by one single person acting alone
    A great sales person knows his teammates well. He/ she empathises with their work, life situation, struggles and values
    A great sales person is a custodian of their faith
  • 4. Humility
    A sales person is fortunate to be in the face of repeated failures
    There is no quicker way and better place way to learn than from interaction with diverse multitude of clients/ prospects
  • 5. Courageous
    It takes courage to face, analyze and take home key learning from each failure: what went wrong?
    A well adjusted sales person uses failures to
    To improve himself / herself
    Without anxiety / worry/ pressure and stress
    Or self doubt / self worth issues
  • 6. Discipline
    You can’t expect to reap a crop unless you have done the sowing, feeding, and watering in the right season
    You can’t expect sales without a disciplined and respectful approach to building and managing your pipeline or funnel
    A great sales person has a favorite formula of generating leads and has worked out his/her own discipline
    He / She has a respect for the “system” that he/she has created over time and will keep tweaking it, be it a CRM system, an email that has worked, a favorite “catch line” etc… and will share it
  • 7. Visualization
    “WHAT YOU CANNOT VISUALIZE YOU CANNOT ACHIEVE”
    A good sales person has the goal and its progress on his / her wall / desktop
    A great sales person visualizes winning
  • 8. Honesty
    The honest sales person has the client’s benefit as the utmost priority. This is the only way to gain trust from a client
    If the sales person is not is not convinced of the value proposition it is very unlikely that the prospect will
    A great sales person always has an attitude of trying to genuinely help the client in his business
  • Is Honesty the best policy?
    Even with the best processes the sales team or development team can goof up
    Either on the estimates
    Or on the timelines
    Or has delivered something other than what client expected
    A hundred things go wrong sooner than later
    How honest should you be with the client? (contd on next slide)
  • 9. Trust
    A great sales person’s first and foremost role is to build trust with the client
    An experienced Sales person will have developed the ability to judge
    When to defend the client
    When to defend his/her team
    It is a tightrope walk when one is honest with the client
    But a good sales person’s role really is to enable the client to see your abilities such that your eventual follies are overlooked
  • A sale is what you reap when you sow the right trust with the client.
    “YOU REAP WHAT YOU SOW”
    10. Sale
  • Summary
    Knowledge Assimilation helps keep sales people up to date
    Ownership makes sales people effective
    Humility and Courage will help sales people grow
    Discipline and Visualization are formula for success
    Honesty and Trust are non-negotiable values
  • © Geetanjali Dighegeetanjalid@gmail.com http://www.linkedin.com/in/geetanjalid