• A sales rep’s diary: Giver or taker?


    People have different motives in interactions, be it work-related or personal life. Some are self-serving and focus on what they can get out of the interaction. Some focus on what they can do for others. Like Adam Grant put it on his TED talk, there are 3 kinds of people…

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  • Why are founders better at sales prospecting?


    CEOs and co-founders sell better than the SDRs in a company. This isn’t just a statement. It is a fact. Why wouldn’t it be? Say, you identify a pain point and come up with a stellar solution. You then go ahead and make a prototype and convince people to invest…

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  • All You Need To Know About Demand Generation


    Back in the early 2000s, my marketing professor used to say “Marketing is a field where practice precedes theory”. How true! Marketers are experimenters. They try new ideas every week to engage with their audiences. Some of their experiments work and scale well. Theory then catches up with what works…

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  • Why email marketing campaigns shouldn’t be fully automated


    Email marketing campaigns are notorious for their monotony. Take an email template that has been working well for you, add 2 follow-up email templates, personalise it to address the recipient by their first name and mention their company’s name somewhere and BAM! You just made yourself the most basic email…

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  • A sales rep’s diary: The fluff factor in sales management


    When the 300 Spartans led by King Leonidas were faced by the Persian army who were numerically superior to them, they weren’t fazed. Not for a moment. They held their head high, stood to the ground, fought off and killed a majority of the Persian soldiers. They proved to be…

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  • Tested on humans: 4 steps for writing a better prospecting email


    Let’s say you are against spam. And you found the exact reason why you should send an unsolicited prospecting email to an unsuspecting, busy, tired, stress-afflicted VP type. And I will give it to you that, the email has the right intentions and the recipient is going to thank you…

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  • How to make your subject lines stand out?


    Subject lines can drastically change the success rate of your email marketing campaign. With almost 35% of the recipients deciding whether they should open a mail or not based on the subject line, The importance of a good subject line increases manifold. The usual pointers like “keep it concise”, “personalise”,…

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  • A rookie SDR’s diary: Guessing Email IDs


    There comes a point in everybody’s career when we are required to do “extensive cyber-research” (Come on, I’m not going use the S-word) of a total stranger to wring out valid Email IDs, let alone the correct ones. And that period has somehow made us all pretty decent Email ID…

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  • A sales rep’s diary: Should I worry about the company?


    There comes many a moment in every sales rep’s life when he’s torn between what’s good for him and what’s good for the company. Being the touchpoint between the customers and the company, a good sales rep can always see both sides of the wall. He can always figure what…

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  • People in Sales: The grossly underutilised sales prospecting tool


    There are a lot of reasons why despite a lot of competition, a few companies cut through the noise and emerge as the top players.  Why do you think Google is voted as the best company to work for, for so many years in a row? The reason isn’t just…

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