Sales

Posted by Subhanjan Sarkar

Lasting-Mover Advantage

October 10, 2019What I Learnt Today, Sales 0

I have been exploring GrowthX since I met Andrew and Sean at the Startup Grind earlier this week. Want to sell at scale and build an enduring business? This is Sean’s hypothesis. The first lesson is – the First Mover Advantage is overrated. This I will agree however the contention that this is never the case for a leader in any category might be a stretch. I would love to circle back to this theme later. But the real point of the article is not that. It is the Lasting-Mover Advantage.

Posted by Subhanjan Sarkar

The Buyer is changing

October 3, 2019What I Learnt Today, Sales 0

What is buyer enablement? A discussion hosted by Product Marketing Community featuring Michele Buckley (Research Director, Gartner) Tim Riesterer (Chief Strategy Officer, Corporate Visions) and Fred Studer (then CMO, FinancialForce, now CMO TIBCO) dived deep into the subject and here are the highlights :

Posted by Subhanjan Sarkar

Planning sales growth with data

September 26, 2019What I Learnt Today, Sales 0

Logan Strain collated 4 Sales Research Studies and their findings for the Inside Sales Blog. All of us who are trying to enhance sales effectivity will do well to take a look at the studies and deep dive into the data. It will help move away from gut to data driven sales planning.

Posted by Subhanjan Sarkar

In B2B, buyers buy when they need an outcome. Not because we hustle.

September 19, 2019What I Learnt Today, Sales 1

David Brock is a veteran in the B2B selling space and he recently wrote a simple post that I loved. He wrote this with reference to a thread started by James Ski. It’s a few minutes read and will be in the interest of all who are part of the ‘buying – selling’ cycle, to seriously think about this simple truth – buying is about the customer achieving desired outcomes. So it is imperative that selling is primarily focused on that too.

Posted by Subhanjan Sarkar

Intent data : Shift to a Buyer-Centric World.

September 12, 2019What I Learnt Today, Sales 0

About a year back Nicolas de Kouchkovsky wrote about the rise of intent data. He described how intent is being captured : “Intent data …encompass signals and data about prospective buyers or businesses actively researching products or services. …, the ability to detect that an unusual number of visitors that can be traced to the same company are educating themselves about network anomaly detection will give you a likely security pain point to start engaging.”

Posted by Subhanjan Sarkar

State of Digital Selling with LinkedIn, 2019

September 5, 2019What I Learnt Today, Sales 0

Vengreso, a digital sales training and LinkedIn profile makeover company has published a report on the State of the Digital Selling with Linkedin, 2019.

Posted by Subhanjan Sarkar

The more you think about selling, the less you will sell

August 29, 2019What I Learnt Today, Sales 0

I was speaking with Diane Helbig on her new book ‘Succeed Without Selling’ for our new Podcast Series “Bits About Books” which debuts 1st September 2019. And it was quite a ride.

Posted by Subhanjan Sarkar

Psychographics. Pay attention.

August 22, 2019What I Learnt Today, Sales 0

CB Insights wrote a report on the use of Psychographics, the stuff that brought infamy to Cambridge Analytica and its ultimate demise. It seems this approach is far more prevalent in commercial advertisement than otherwise understood.

Posted by Subhanjan Sarkar

60 dream prospects

August 15, 2019What I Learnt Today, Sales 0

Anthony Iannarino needs no introduction. Author of some of the most popular books on Sales, speaker and coach – he recently elaborated in his blog why he thinks nurturing and pursuing a list of at least 60 dream clients is necessary.

Posted by Subhanjan Sarkar

Michael Tannenbaum – Marketing lessons from a CFO

August 8, 2019What I Learnt Today, Sales 0

Michael Tannenbaum is not only the CFO of Brex the new credit card in the block, but also heads its marketing. A rare if not odd combination. How did that come about? Well as he joined Brex, “I started running it right away because we needed someone to, and I had seen success in marketing at SoFi.” he told host Tara Larson in this immensely educative episode of Inside Intercom Podcast. The episode is a great listen at 32 mins.

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