THEME 3

How do Birlasoft Managers build business value for their customers, in measurable and monetizable terms?

ARTICLE

Dealing with value clashes with a customer

In sales, one of the leading causes of lost deals is a failure to align the seller’s value proposition with the buyer’s purchasing criteria. Can you believe that recent research by Gartner reveals that nearly two-thirds of all sales interactions fail to align to the seller’s capabilities with the buyer’s needs?

ARTICLE

Are Your Top Sales Professionals Ready to Sense and Respond in CxO Conversations?

In the present dynamic business landscape, the success of any organization heavily relies on its ability to sense and respond effectively to situations. This unique notion, famously emphasized by the former CEO of General Electric, Jack Welch, highlights the need for companies to adapt quickly to changing market conditions. Welch often stressed the need for organizations to be agile and responsive to market dynamics...

THEME 4

How do Birlasoft Managers build a Business Case for their projects that provides clarity, connection and conviction?

ARTICLE

Maximizing Renewal Sales: Proven Strategies and Insights for Seamless Success

During a recent conversation, the CEO of a client organization proudly said our clients have incredible stickiness with us, and over 80% of our contracts get renewed yearly. It was good to hear about this achievement. The CEO then shared his heartburn “Renewal business from existing clients constitutes over 70% of our revenues, and sales teams take the path of least resistance to meet the numbers”. This remark made me wonder whether renewal sales are easy work for sellers and what it takes for organizations to have seamless renewals.

ARTICLE

Cross-Selling Strategies to Expand Account Depth and Unleash New Sales Opportunities

Expanding account depth is a critical strategy for salespeople to uncover new sales opportunities and maximize revenue potential. While acquiring new customers is important, nurturing existing client relationships and uncovering untapped potential within those accounts can be equally, if not more, lucrative.

THEME 5

How do Birlasoft Managers build better Stakeholder strategies that builds and grows their deals?

ARTICLE

What Are Good Ways To Find New B2B Customers Effectively?

It is always good news to have long lasting customers that trust you. But that doesn’t mean you should focus only on nurturing your existing B2B customers. It is also important to acquire new customers and effectively sell your products, services, or ideas to them.

ARTICLE

How Brain Science Can Help Improve Sales Performance

The brain’s decision-making process is a complex interplay of various cognitive and emotional factors. By understanding this process, sales coaches can tailor their coaching techniques to align with how the brain operates.

THEME 6

How do Birlasoft Managers leverage their personal uniqueness and organizational differentiation to win more?

ARTICLE

From Data to Narrative: How Storytelling Enhances Communication with CXOs

In the corporate world, effective communication is the linchpin of success. When dealing with Chief Experience Officers (CXOs), who are often driven by logic and data, the challenge lies in conveying complex information in a way that resonates. This is where the power of storytelling comes into play.

ARTICLE

Why It’s Crucial for Sales Leaders to ace conversations

Effective listening can make all the difference in building strong relationships with both team members and clients. It can differentiate you from other sales executives by enhancing understanding, fostering trust, and ultimately driving sales success.

ARTICLE

Unleash the Power of Compelling Sales Narratives

In the world of sales, effective communication is paramount. To capture the attention and engage potential customers, sales professionals need more than just a list of product features and benefits. Customers are tired of hearing these routine details and looking for something new that separates them.

THEME 7

Customer Stakeholders Strategy, Stakeholder Mapping and Management

ARTICLE

Buyer mapping – how to map various players in the buyer ecosystem for quicker conversions

According to a study by Aberdeen Group, companies that implement a formal buyer persona strategy achieve 73% higher conversion rates than companies that do not. Along these same lines, a survey conducted by B2B Marketing Zone revealed that 80% of respondents felt buyer personas had a significant impact on their marketing and sales efforts, leading to more effective content creation, better-targeted messaging, and increased sales.

ARTICLE

Is BANT Alone Enough To Qualify And Accelerate Your Large Sales Deal?

I was excited. I was enthralled. I was elated. I was feeling on top of the world. The reason for my happiness was that one of my prospects had verbally given me confirmation that they had decided to move forward with us for their sales transformation project.

THEME 8

Value Hypothesis

ARTICLE

A Sales Leader’s Perspectives on Digital Transformation, Sales Psychology and Selling in the New Normal

The fact is, selling is more difficult now than ever before, as there is less demand for almost any product or service (unless it is a face mask or a hand sanitizer!) and everyone is cost conscious. This is a good and bad situation, and it is our response to it that will shape our future.

ARTICLE

How Can Value Creation and Building Strong Relationships Lead to Sales Leadership Success

Let me give you a reverse story to address the value creation. I had one of my team members in my previous job who came to me and said that he got me a lead and I should go meet the client. He said it was a done deal. He told the client about what we do, and they were ready to buy, so all I had to do was sell. I asked him if he knew what their problem was, and he said it didn’t matter as they were ready to buy. I went and spoke to the client and realised that it was not something they needed. My team member heard about the call and asked me why I was shutting the door on the leads that he was trying to bring in. I told him that we don’t open doors by just closing one deal. It is easy to win a deal today and make everybody happy, but it does not create any value for the client and it’s not what they need. 

THEME 9

Negotiation

ARTICLE

How can Sales professionals beat the Price Game and win large deals?

B2B sales is a tough ballgame. And sometimes, pricing is everything. With my experience from several B2B deals, I can tell you there are four major prospecting skills that a salesperson should keep in mind.

1) Identify the purchase criteria of your customers

2) Stakeholder Mapping

3) Influencer Mapping

4) Manage all the stakeholders involved in decision-making

ARTICLE

Construct winning sales contracts by enhancing the legal acumen of seller

Typically, contract negotiation in a sales cycle is determined by the size and type of buyer and seller organizations, their industries, compliance requirements etc. During my stint with the Consulting division of an IT services major - I had the privilege of working with Government, Public sector undertakings, MNCs, Indian conglomerates, SMEs etc. Based on the experience of serving clients with diverse background, I am pleased to share some nuggets which could be useful to Sales Managers and their executives.