Discover best practices, actionable insights, templates and lessons on sales playbook automation, learning and driving productivity.
In the intricate tapestry of the pharmaceutical industry, the threads of sales strategies and interpersonal relationships intertwine to create a complex narrative.
The Current Landscape of NBFCs & Financial Services in India.
The Banking, Financial Services, and Insurance (BFSI) sector is a cornerstone in India’s economic structure.
Cold calling remains a mainstay in the toolbox of sales professionals, particularly in the Indian banking industry where competition for customer attention is fierce.
In India's competitive insurance market, merely selling a policy isn’t the endgame. The mantra? Engage and follow-up.
The consumer durables industry is no stranger to the nuances of the retail market. With consumers becoming increasingly knowledgeable and demanding, sales teams need to be on their toes, literally and figuratively.
India’s banking sector, one of the largest in the world, thrives on its expansive network of branches.
The Banking, Financial Services, and Insurance (BFSI) sector has experienced a colossal transformation in the past decade, especially in India.
In the dynamic world of life insurance sales, advisors often find themselves at the crossroads of cross-selling and upselling.
In the dynamic world of generic pharmaceutical sales, the relationship between Medical Representatives (MRs) and Healthcare Professionals (HCPs) is of paramount importance.
The world of Non-Banking Financial Companies (NBFCs) can be a challenging terrain to navigate, particularly when it comes to the loan sales cycle.
Success in the Banking, Financial Services, and Insurance (BFSI) industry hinges significantly on the effectiveness of the sales force.
The first meeting with a potential customer can make or break your chance of securing a sale.
In the bustling universe of financial services, understanding your prospects' needs is an indispensable skill.
In the fast-paced world of consumer durables and electronics retail sales, keeping your frontline warriors - the in-store demonstrators (ISDs) - armed with the latest product information is vital.
In the bustling world of branch banking, Customer Sales Officers (CSOs) face an ever-evolving challenge: engaging walk-in customers for upselling opportunities, particularly with complex products like mutual funds.
The automotive industry in India is ever-evolving, and with the increasing competition, it's vital for dealer sales reps to adopt the best practices for pitching and impressing car buyers.
The automotive industry thrives on the ability to understand and address customer needs effectively.
As an Insurance Advisor in the Indian Life Insurance market, understanding and effectively analyzing the life insurance needs of your prospects is crucial to your success.
As the Indian Banking Industry expands, relationship managers (RMs) face mounting pressure to sell third-party products, such as insurance policies and mutual funds.
In the fast-paced banking industry, relationship managers (RMs) must consistently develop new relationships to thrive. Cold calling remains an essential skill for RMs, yet many find it challenging.
As a sales professional in the Indian automobile industry, you're likely to face objections from potential buyers during the sales process.
In the highly competitive Indian consumer durables industry, in-store demonstrators and retail sales professionals face the constant challenge of turning customer objections into sales opportunities.
In the highly competitive Indian insurance market, acquiring new customers in the life insurance segment is a challenging task for insurance advisors.
Sales Enablement requires not only investing in the technology, but also in the content, processes and teams to ensure it is a success. Given the investment is not only on the platform but also on the organization to make it successful it important to get a sense of Return on the Investment. While a lot of organizations “know” that Sales Enablement is useful, they often struggle to measure “how much”.
Sales enablement for remote selling needs a new playbook, as experience has shown that not every practice common in live meetings were transferable to virtual settings. The shift in enabling sales representatives for remote selling has to be fast, yet strategic.
Sales is a people-intensive process, and there is no single playbook for a successful sales conversation. What works for one representative will not work for another, depending on their personalities. For the sales enablement team, the ability to learn from every sales interaction is critical.
Sales representatives encounter a lot of jargon during their training. That helps them understand, memorise and retrieve concepts - which is a good thing. The problem starts when jargon spills over into real world sales conversations.
Only 32% of customers will trust a sales representative, on the other 88% will listen to a trusted advisor. So how does one convert the former into the latter? The answer lies in sales enablement done right.
Sales acceleration is that part of sales enablement that helps new hires speed up their time to sales revenue. It is mostly a function of training representatives to use content, analytics, and resources strategically.
Different industry sectors follow different sales strategies - and hence there is no one-size-fits-all sales enablement strategy either. One of the most critical differences to note for creating a sales strategy is the location of the sales reps - inside sales or field sales.
There are subtle differences between B2B and B2C sales approaches. Knowing these nuances is critical to designing, training, and creating collateral that is useful to the sales person on the field.
With access to HCPs becoming a daunting task for the medical reps, organizations are finding newer ways to prepare reps to become more effective. Here are 7 modern ways of equipping the reps with the right enablement and learning tools to become trusted advisors to the HCPs.
Most Insurance Agents are unable to sell policies beyond their natural market - friends and family. This is what we describe as the "Selfie Policy Syndrome". This article highlights how Sales enablement can help the advisors break-free of this stranglehold.
For Kotak Life Insurance (KLI), one of India’s leading insurers, this complexity of selling Life Insurance was hindering the agents’ effectiveness in their conversations with customers. This blog elaborates how sharpsell delivered a unique solution to help the Insurance advisors.
As organizations are looking towards sales enablement to drive higher sales, the goal now is to transform sellers into subject matter experts and trusted advisors. This article highlights the sales enablement best practices for it to really deliver on its potential, beyond just drafting strategy that looks good on paper.
Post-pandemic, the sales departments of major corporations are coping with an enforced shift to a hybrid model of sales. In general, most organizations have been caught unprepared by the scale and speed of the migration. These organizations are now looking seriously at sales enablement platforms to smoothen this transition for both managers and field staff.
Sales Enablement is an upcoming function which helps drive productivity of the sales reps and has a direct impact on the topline. Learn more about this function in this article.
Tacit knowledge is knowledge that is not formally codified through documentation. In large organizations with distributed sales forces, it can in fact, form the bulk of the knowledge held by its customer-facing employees.
Sales enablement helps sales reps with tools that optimize their time so that they can spend more time selling to new customers and upselling to old ones. The following measures can enable organizations to build a more robust sales enablement environment for customers.
A lot of sellers are struggling to adjust their mindset and process to the rapid changes that have happened in the last decade. Hanuman Kamma, CEO and Co-founder of sharpsell laid out the roadmap for sales enablement in 2022 with Jake Dunlap, CEO of Skaled.
Milind is an insurance agent based out of Dharavi, Mumbai. Milind is ambitious - he really wants to do well in his life. He used to work as a security guard at one of the biggest commercial districts in Mumbai by night, and as an insurance agent during the day.
Customers no longer like to be treated as a group of people with similar interests, they prefer to be treated as individuals with very specific likes and dislikes.
For many industries like pharmaceuticals, financial products and technology products; the products are created by scientists, engineers or subject matter experts who are veterans in developing them. But how often do we see these experts out in the field, selling it?
Most Sales Enablement platforms ensure the latest and relevant content availability. However, creating personalized content for the customers is equally important to ensure the best ROI on the content created.
Customers sometimes ask complex questions about the product. If your field sales reps frequently need to say “I will get back to you on this”, this article might help you.
If you were a manager or a sales trainer and tried to teach the technical aspects of the insurance policy or laptops, the rep is unlikely to retain the information without getting confused. If you have tried, you might have received a response to the tune of “I know everything”.
Smiling faces, dreaming of getting up late in the morning, not having to dress up, run after the auto rickshaws or the ever canceling cab pick ups...rather taking meetings in pajamas, having the entire evening binge watching our favourite show while the entire world is hustling in the ever cluttered traffic...
Covid has brought massive changes in both – the ways in which sales reps operate and their training. Now, there has been a paradigm shift. Following the same plan month on month does not work anymore. Reps are now required to ‘think more’ and not ‘just execute’.
CRM and Sales Enablement are complementary to one another, not substitutes. CRM softwares are powerful tools which help the sales teams organize data in the sales process. Sales Enablement makes the reps more effective by helping them close deals faster.
As organizations grow in scale, the sales department finds itself handling an increasingly complex task. The complexity of the product portfolio also rises. Personalized coaching at scale therefore becomes important, especially for a distributed sales force.
In the last two decades, sales enablement has emerged as a critical paradigm that aims to overcome limitations in sales training and readiness. It’s objective is to create conditions that allow all members of the sales team to elevate their game.
There are certain traits that every sales rep should have, so that customers and prospects see them as experts at every interaction. This article explores how this principle can help your sales rep go from rookie to pro.
Pharma is among the toughest sectors to be a salesperson in. The customer base is diverse – from individual doctors to nursing homes to large hospital chains with dedicated procurement departments.
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