Thoughts on sales demos

■ Have you ever pondered who decided the length of your sales demo? ■ How did they arrive at how much long the demo should be? ■ Why is a demo always a multiple of 30mins? Surprisingly demo lengths in most orgs would not be scientifically arrived at. It would in all probability be an hour long demo […]

A human bias that sales folks SHOULD leverage!

1.2, 17, 544, 1019……… 5,10, 50, 100……… The first series of numbers did not exactly make you happy reading it, now did it? But the second series of numbers was a pleasant read. Wonder why? Our brain finds comfort in round numbers. This has immense implication in our everyday lives as humans – affecting how […]

An important skill in Operations

Operations is a cross-functional department. It is like sitting on the fence with a view into every room! My Salesforce interviews are consisted of 13 questions I ask every interviewee. This questionnaire is a distillation of interviews over the years. A lot of these are technical Qs that the interviewee builds and executes on the […]

One small hack for better selling!

“Can you share your screen?”, I said. Not that I really wanted to see how this interview candidate built the workflow – but to see what all apps has he bookmarked. It gives me intel onto the app integrations this candidate has worked on and build my next set of conversations around it. “Bookmarks” – […]

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 […]

The North Star and the Business Metrics

When I published the last post, a business head at an early stage startup messaged to tell me he related to the problem firsthand. With that validation, this post is a natural extension to the last one. If you were a navigator surfing the oceans thousands of years ago, you would be guided by the […]