ClosureIQ

  Is Sales an Art or Science? That's the first question that comes up in all of our minds. Selling is definitely an Art. But Art is an applied Science. If you ask me, then dressing up well and looking sharp on that product demo web session is an art, after and before that, everything that happens is pure science. Why is Sales considered to be scientific? In Chemistry, we all are aware of chemicals being mixed which further results in a chemical reaction resulting in a third chemical altogether or, of course, a big bang! The same idea is applied in Sales wherein:- Opportunity is Chem A that enters a flask of Sales and the result is Chem B or a closed-won/ lost opportunity. But, when we talk about the flask of Sales then that's a mystery and varies from org to org. Let's break down the flask of Sales here. As per this image, we can see that an opportunity was poured in the flask of Sales after which meeting 1 took place followed by meeting 2 which then resulted in calls/ emai...

  My experience with Solution Selling and how it helped us sail through the COVID-19 times! Smart buying is taking over in the 21st Century. We all have an amazing tool called the “Internet” that enlightens and guides us with unlimited knowledge at our fingertips, leading to better decision-making regarding problems' solutions. So, how does a Salesperson go ahead with Solution Sales in the first place?  — The answer to this is by probing! The more a Salesperson probes, the better chances he has to know the pain point (problem) that his prospect is facing. What’s Solution Selling? When it comes to Solution Sales as a Selling method, let’s read how Wikipedia explains it. As per  Wikipedia , “Solution selling is a  sales  methodology. Rather than just  promoting  an existing product, the  salesperson  focuses on the customer’s problems and addresses the issue with appropriate offerings (products and services). The problem resolution is what...

What's BANT? BANT is a sales qualification method. BANT stands for B = Budget, A = Authority, N = Need, T = Timeline. It was introduced by IBM to help it's Sales team identify if leads were Sales Qualified or not. Here's what the  IBM website  has to say. A brief about BANT Budget - Does your solution fit the budget of your prospect? On a Sales call, a metric to qualify a prospect by the means of knowing the budget of the prospect is crucial and helps a salesperson determine whether or not the prospect has the budget to buy your solution or product. 2. Authority - Is your prospect a decision maker/ stakeholder? A qualification metric that comes into purview under BANT, is to understand if the prospect is the decision-maker or not. 3. Need - Are you catering to the pain point of your prospect? This metric helps in understanding a prospect's pain points better, which then leads to  solution selling . 4. Time - How soon will the prospect actually give you a green flag? Kno...

  In today's time, looking at ambitious Sales targets, the Sales Managers tend to forget the basics of Sales Management which then leads to frustration and burnout among the team, which then promotes a negative environment at the workplace. So, let's start with the first question. What is Sales Management? Here's what Wikipedia has to say about  Sales Management Sales management is a business discipline that is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management. What is Bhagavad Gita? Now, let's decode that with Bhagavad Gita. But for folks who are new to Hindu Religion, the meaning of the  Bhagavad Gita  is as under as per Wikipedia. The  Bhagavad Gita  ( /ˌbʌɡəvəd ˈɡiːtɑː,...

Is it not always better to see before you buy? Whenever you're out to buy software or a SaaS solution for your organization, I am sure a thought came up in your mind which would suggest you see/ experience the software before taking the next steps! Now, that's where product demos come into the picture. Here's what's covered in this article➖ What's a sales demo? What's a product demo and how is it different from a Sales Demo? Who provides a demo? Why is demo a crucial step in a B2B SaaS model? When do you provide a demo? The medium of a demo call? Do's on a demo Don'ts on a demo Your personal checklist Closing that demo! What's a Sales demo? A presentation wherein the value/ impact that your product/ service holds is showcased to a prospective client is generally defined as a sales demo. The main inclusions in a sales demo is a presentation of capabilities & core features where closing a deal is the main call to action. What's a product demo a...