Two Foolish Things Bad Sales Reps Do

One of the most foolish things (yes at this point I do think it is pretty naive) that a sales rep can do is to send all calendar slots in their own time zone, irrespective of where in the world the prospect is. I have written about this in the past that sharing the time […]

“Your Product is Expensive!”

Every time I see a deal we lost to the reason “your product is expensive” I do wonder what it really means by “expensive”. Different people buy different things for very different reasons. You don’t buy a Rolex and call it expensive coz “Hey it is just another watch that shows the same time!” You […]

Goodbye & Godspeed, Whatfix!🚀🚀🚀

This blog is a word-to-word copy of the last mail I wrote to my wonderful colleagues at Whatfix last week. “Hola Amigos!” One last time 🙂 Less than half a percentage of all startups from India make a million dollars in ARR. We have had the hard work and good fortune to create a category […]

The Curious Case of Primal Brain In Sales

People don’t sell to companies. People sell to people. You have heard that enough times to have already made up your mind to not read this blog. But have you wondered why would that be the case? The answer’s far more interesting and if you stick along, I have a story to tell. I promise […]

Negotiation & the Quarterly-recurring stress

13 days to end of Qtr. On deals that are edging to closure, you want them closed. You want them to move from Negotiations to Contracts to closure. The ones in the negotiations are the interesting bunch. This is where the action happens. This is where you want the deal to jump the fence to […]

Twitter: A Lost Prospecting Opportunity

Twitter is where people vent out their anger on a bad product. Twitter is where people post about their immediate emotions. And that makes it one of the best prospecting strategies. LinkedIn is where almost everyone behaves professionally. It is a platform for good long-form posts (and unfortunately a ton of “good morning” and “motivation” […]

Hustle and the Green Tiger Beetle

Take a look at the image below. It is not just any beetle. It is the green tiger beetle. It is the fastest creature on earth relative to size. To give you a perspective if Usain Bolt, the fastest man on earth’s record gaining speed in a spring was 27 miles per hour. If Bolt […]

The Choice of words in Sales

“Let me block some time on your calendar”. That is one phrase that has always bothered me. Let us do a small experiment. Imagine the words below: Calm Harsh Soft Blunder Disastrous Beautiful Mesmerising Horrific Notice how you uttered each of these words in your mind with the very meaning they might carry. Calm for […]

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