Corem Sales Consulting P Ltd

07/11/2022

This is how you can generate $m quality funnel every quarter hands-free, on autopilot...

𝐅𝐨𝐥𝐥𝐨𝐰 the following steps to engage early with a qualified B2B tech prospect:

1. Know that about 70% 𝐨𝐟 𝐩𝐮𝐫𝐜𝐡𝐚𝐬𝐢𝐧𝐠 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧𝐬 are made to solve A PARTICULAR PROBLEM, and NOT a high-level complete transformation.

2. 𝐏𝐈𝐂𝐊 𝐀𝐍𝐃 𝐂𝐇𝐎𝐒𝐄 𝐎𝐍𝐄 𝐎𝐅 𝐓𝐇𝐄 𝐂𝐑𝐈𝐓𝐈𝐂𝐀𝐋 𝐏𝐑𝐎𝐁𝐋𝐄𝐌𝐒 𝐓𝐇𝐀𝐓 𝐘𝐎𝐔 𝐊𝐍𝐎𝐖 𝐘𝐎𝐔𝐑 𝐏𝐑𝐎𝐒𝐏𝐄𝐂𝐓𝐒 𝐀𝐑𝐄 𝐅𝐀𝐂𝐈𝐍𝐆

Create your story around SPIN to presell and qualify:

Situation: Establish the buyer’s current situation.

Point Problem: Identify challenges the buyer faces that your point solution solves.

Implication: Explain the impact of the particular problem – technical, financial, reputation

Need-Payoff: Overview of your POINT SOLUTION and why it's critical to immediately address

3. 𝐂𝐫𝐞𝐚𝐭𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 - blog post, social media post, a video, with clear instructions on what to do next.. (get in touch with us).

Do not forget to mention the qualification criterion..

For example, in my case, I mention it clearly:
𝘐𝘧 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘢 𝘉2𝘉 𝘵𝘦𝘤𝘩𝘯𝘰𝘭𝘰𝘨𝘺 𝘴𝘰𝘭𝘶𝘵𝘪𝘰𝘯 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳 (𝘚𝘺𝘴𝘵𝘦𝘮 𝘐𝘯𝘵𝘦𝘨𝘳𝘢𝘵𝘰𝘳, 𝘝𝘈𝘙, 𝘐𝘛 𝘚𝘦𝘳𝘷𝘪𝘤𝘦𝘴 𝘗𝘳𝘰𝘷𝘪𝘥𝘦𝘳, 𝘉2𝘉 𝘚𝘢𝘢𝘚 𝘦𝘵𝘤)..

4. 𝐀𝐩𝐩𝐨𝐢𝐧𝐭𝐦𝐞𝐧𝐭 𝐒𝐲𝐬𝐭𝐞𝐦 - Use calendly to book a call with the presales tech resource.

5. 𝐌𝐚𝐫𝐤𝐞𝐭 𝐢𝐭, Publish it on LinkedIn, Facebook Meta, Twitter, and other relevant social media on all the weekdays, multiple times a day.

Make it part of every communication, including emails signature, social media profiles, etc

6. 𝐌𝐞𝐚𝐬𝐮𝐫𝐞 𝐭𝐡𝐞 𝐊𝐏𝐈𝐬 - no of visitors, no of calls booked per day

7. Create multiple such 𝐚𝐮𝐭𝐨-𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐢𝐧𝐠 𝐦𝐚𝐜𝐡𝐢𝐧𝐞𝐬 around different point problems

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📩 DM me if you need to create such machines for your business.
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👉Follow for no-theory tactical stuff to develop more accountability, predictability, and profitability for your tech solutions business.
https://www.linkedin.com/in/jainrajneesh/

31/10/2022

And if you are an entrepreneur or in the profession.of sales, you hardly have any choice.. ...
Connect with Rajneesh Jain LinkedIn.com/in/jainrajneesh

31/10/2022

ɴᴜᴍʙᴇʀꜱ ᴅᴏ ɴᴏᴛ ʟɪᴇ..ᴀɴᴅ ɪᴛ'ꜱ ʙᴇᴛᴛᴇʀ ᴛᴏ ᴋᴇᴇᴘ ᴇɢᴏ ᴀɴᴅ ᴇᴍᴏᴛɪᴏɴꜱ ᴀꜱɪᴅᴇ ᴀɴᴅ ꜰᴀᴄᴇ ᴛʜᴇ ʙʀᴜᴛᴀʟ ᴛʀᴜᴛʜ ᴀꜱᴀᴘ…
..
One of the systems to track quantitative goals that we implement when consulting B2B Tech Solution Providers (System Integrators/ VARs/Services/SAS/) is this..

FY Goals - revenue, profits,
Divide in H1 & H2 (Halves - 45:55 ratio)
Divide in 4 Quarters
Quarterly funnel, QF, Forecast, BBC

And there are other goals and critical KPIs to track.

From my experience in tech sales and working with 100s of tech companies, entrepreneurs and sales teams, without an iota of doubt, and with 100% certainty, I can tell something that you may not like or deny :

“𝙄𝙛 𝙮𝙤𝙪 𝙖𝙧𝙚 𝙣𝙤𝙩 𝙖𝙩 𝙡𝙚𝙖𝙨𝙩 45% 𝙤𝙛 𝙮𝙤𝙪𝙧 𝙮𝙚𝙖𝙧𝙡𝙮 𝙁𝙔 𝙜𝙤𝙖𝙡𝙨, 𝙤𝙣 31𝙨𝙩 𝙈𝙖𝙧𝙘𝙝 2023, 𝙮𝙤𝙪 𝙖𝙧𝙚 𝙢𝙞𝙨𝙨𝙞𝙣𝙜 𝙮𝙤𝙪𝙧 𝙮𝙚𝙖𝙧𝙡𝙮 𝙜𝙤𝙖𝙡𝙨.”

But Rajneesh..
“We have many big opportunities lined up for Q3 and Q4.”
“We have a huge funnel.”
“Historically, Q4 is always big, we cover up lost ground in Q4.”

I have lived on these hopes and missed my numbers.

I have had sales teams, debating with me endlessly and confident to hit the goals…

And I have seen the majority of them struggling to close between 65-90%.

Underachievement on quantitative goals puts all other strategic plans under tremendous stress.

So, you still have 5 months to go..

Take all possible actions to bridge the gap.
https://www.linkedin.com/posts/jainrajneesh_b2btechsales-b2bsales-salestargets-activity-6992728091022286848-1cVW?

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📩 DM me if you need a system to hit FY23 goals..

14/10/2022

My dentist doctor said - "Am already paying lot of money to the SEO consultants. I think they are doing very good job."

During one of the sessions with few friends, had a chat with a Dentist.

He asked me what I do, so I briefed him that I am working with offline businesses to have powerful online engagement strategies in place.

I said - "Awesome ! So, how long they have been working on these efforts to make you visible on web?"

"6 months and I have paid Rs x,xx,###."

"And what's the deadline?"

"Hoping this month."

I asked -"What if you are visible in next 10 min, that too without even having a website?"
He gave me a look, the way in which we look at cheap salesman,smiled sarcastically -"Will pay you Rs xx,###. Bet!"

I asked -"What in your experience gives you the best engagement and relationship with your new clients?"

"Those who come to me in pain, emergency cases."

After 10 min, I said, now search for something like "Emergency Dentist + Your area"
And his eyes got wide by what he saw,"Hey ! Its black hat or something."

"You lost the bet, so give me my money first.

Second, I will give you 10x back, if your SEO experts prove it that its black hat. Bet?" So, Provide Value FIRST ! 😍

Have already done similar work for number of businesses and helped them with Google first page presence within few days..

Are you the next?

Message here..

(PS: we are not talking about website ranking but giving you visibility leveraging on any of the Web2.0 assets. Website ranking depends on number of dynamic factors and is vulnerable to Google algo frequent changes.)

21/09/2022

Often entrepreneurs and those in sales wear mask to hide the pains and sufferings.

It's considered as strength..

Indeed having mental resilience and emotional stability are some of the desired traits but..

Doesn't mean that you have 100% resources and you have to be seen as a perfect 'super' being.

Doesn't mean that you shouldn't ask for help.

Doesn't mean that being vulnerable is the sign of weakness, in fact it's the other way round.

Being vulnerable is the acceptance of the fact and sign of humility.

It's the sign of emotional maturity and the peak of leadership.

20/09/2022

🧐 Top 14 LIES customers tell field sales folks..👇

Customers? Lies?
No.. No..

Yes, they do..

I know its taken as part of nego tactics so not many would talk about it.

BE AWARE..

So here goes the list: (Add to the list if you have come across more)

#1 : “I am the sole decision maker.”

#2 : “We have absolute clarity on what we want. You just quote your best prices.”

#3 : “Your prices are highest. Are you serious to get this order?”

#4 : “Moved budgets to other projects.”

#5 : “Serve this order at this price, you have more to come.”

#6 : “I couldn’t go through your offer.”

#7 : “Our bidding process is transparent.”

#8 : “Budget is not a problem. You give the best solution.”

#9 : “I am only talking to you and 200% interested in working with you.”

#10 : “Let me review this with the management.”

#11 : “I will come back to you soon.”

#12 : “We have an external consultant. He would decide.”

#13 : “For us technology should be the best. Price is not the concern.”

#14 : “For us, price is the only criterion to decide. All tech are same.”

Dig deeper by asking more questions and get the facts.

14/09/2022

"I will have a plain dosa."

I turned to look at the person standing with few of my friends.

He had an aura around him, face was so familiar, sharp, handsome, dressed in blue suit with greyish tie. I knew that I knew him.

It was Woodlands Drive-inn.. a popular joint, sales folks' rendezvous.😜

Most would hang around for a quick bite, a coffee or tea or just 🚬 to burn time before going back to office 😃

In few minutes they left, I asked those who didn't go with him..

"You don't know him. He's Mr Azim Premji."

"WHAT?" I was like…. 😳

A man of his stature, coming to such a place to eat…???

So my next question was - "What's he doing here?"

"He is here for a strategic relationship." Got a cryptic response..

Next day.

I lost one order, I was banking on.

A bit sad and at the same time, I was amused.

Why in the world such a big man travel to close such a small transaction..

So, I called my friend and asked him.

He laughed, "You think he came here for one server and a storage box?"

"This was going on for last few months. He came here to close a 5 year contract for the data center along with FMS + lightings, interiors, staffing services , toiletries and everything that he could provide. Sir said all were his babies…."

One stroke, one move, door closed for 5 years and practically forever.

(Those friends who were involved and are reading would remember 😃)

And I had no clue.

I learnt a lot from this experience.

- Probe Probe Probe

- Don't just focus on the visible/shared requirements but understand the overall project. The core WHY?

- Find out the areas where your company could serve direct and forge competent alliances to fill the other gaps.

- Don't give one solution addressing known hurdle but make it comprehensive solution meeting unforseen challenges.

Share your experience and expertise.

- Propose a package including complimentary high value services.

This would help to consolidate your position+ educate client+ leverage during rounds of negotiations

- Focus on Value, away from 'price alone', and leave your competitors confused.

- Be with your battalion and help as much possible.

A humble great leader.
Great philanthropist and one of the greatest Indian Tech Entrepreneurs.

Hope the tech (solution) entrepreneurs and sales folks can take inspiration from the above and plan pricing strategy accordingly.

Change the rules of the game.

14/09/2022

"But I find tough to manage and review the senior experienced folks."..
This is a genuine challenge often faced in businesses and shared by startups and growing business entrepreneurs.

It's a tricky situation..

Techpreneurs want to focus on new plans, expansion, new initiatives but are stuck in day to day fights.

When these experienced folks are hired to help taking off the load, you find them on their own trips.

"Don't worry.", would be the answer for everything..

Second set of such experienced folks are those who are grown along with the company and now hold the lead positions.

"I have been doing this for years, I know..", would be the answer.

Sometimes the situation gets worse when they start assuming that they are above all..

Every new initiative would be welcomed by the resistance or if not resistance, ensure that it falls flat. Just to prove the point.

✔️ The SOLUTION?👇🏻

Results focused accountability driven sales system + Sales Rituals.

This is the unemotional process of which you are also the part.

☑️ Define the tangible Goals, week-wise plan and KPIs

☑️ Monitor weekly

❎ No senior, no junior.

❎ No exceptions.

May be for a few weeks you will have to go through roller coaster ride but will settle in few weeks.

"Shape In or Ship Out."

You will have best work culture and working environment within 90 days.

Guaranteed!

04/10/2021

Set goals that can be achieved in the next 90 days

Once you have a vision for your business, set goals every 90 days to maximize your creative output.

03/10/2021

Lacking Client Trust? Try These Two Easy Strategies

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03/10/2021

How to Keep Your Sales Team Intact During the Great Resignation

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02/10/2021

Lean Startup Definition: The Ultimate One

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