Given the slow worldwide economic recovery, it’s an appropriate time to review our core tactics. Many of us are finding our clients and prospects are risk averse. Here are some effective strategies you can proactively use to increase your sales, no matter what the economic climate brings. You might be asking “Who will buy from me now?” when so much seems to be at risk. The ValueSelling Framework®...
A few weeks back I had written a post on entering the US market. It was very gratifying to see the response from so many of you on that post. So following the lead of that article, here is another one. In this post I talk about some of the basic things Indian companies can do to improve their probability of success in the US. If these come across as simplistic, its because they are not hard to...
The product – iCalib aims to automate the process of practical learning during the training programmes. Trainees are given exercises to practice the skills they are expected to learn. In a typical classroom model, the trainer is not able to evaluate all trainees individually (sometimes the trainers are not capable of it also). The system would provide individual feedback, and also enable...
Let us face it, technology startups are often founded by geeks, employ geeks and hence are, more often than not, geekdoms. There is tremendous value in it. However, there is a significant downside to this as it relates to communication. Geeks speak geekspeak and unfortunately that is all the customers hear a lot of times. This is a HUGE mistake. Never forget who you are in the business for. It...
In the course of my career, I can’t remember how many times I have heard some version of this phrase from entrepreneurs. In fact, there is a thriving industry that has grown to service exactly this need: door openers that use their connections to get warm introductions to companies for a retainer and a commission. Even with that, why is it that most startups fail for lack of sales? Is it because...
