“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 […]

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 […]

90 Days This Qtr? 59 to be precise.

This Qtr you have 64 working days(US markets). And we just finished five of them. That leaves you with 59 working days to smash that $100K quota. A Qtr is a fancy word. “My quota for this Qtr is $100K.” “The feature will be released next Qtr.” “We need a 21% QoQ growth.” A Qtr […]

Building on the gaps in the CRM?

CRM is the largest segment of Enterprise Software market, generating over 11% of total global software revenue. Salesforce’s AppExchange hosts over 3400 apps. Presuming one:one relationship to app developers and apps on the Salesforce marketplace, that is 3400 companies relying on Salesforce’s unavailability of a feature or building onto the CRM data to sell their […]