C for sales

While reading “What you do is who you are”, the author shares an incident. He talks about the sales philosophy of Mark Cranny at his Loudcloud days. Cranny also talks about the four C’s.   Competence: your salesperson should know in and out of the product. Confidence: your salesperson should pitch with it. Courage: your salesperson …

customer success

Growth comes with too many things to handle. If you are catering customers where they are dependent on you for everyday chores, customer success should be paramount. In the book, category creation the author talks about the Customer Success Team. A team dedicated to delighting end-users. As a leader of your organization, it becomes super …

consumption

We consume information, news, content in many ways. As per the author of category creation, these are the common modes.   Visual: consists of images, pictures.  Musical: sound and music. Verbal: words, speech, and writings. Physical: body, hands, and sense of touch.   Logical: requires cognitive capabilities  Social: where actions are taken in collaboration Solitary: where actions …

customer support

One of the chapters in company of one, author talks about customer support. Customer support and level of delight are what makes a brand stay out of the crowded competitors. He gives an example of Rackspace’s famous pizza story and Trader Joe’s. Startups run after growth and getting new customers. They can apply various marketing …

Buyers Side

In the book “the transparency sale” author talks about what moves buyers towards your product: Trust in your product. How much can your product be trusted in solving the pain points? Is your product going to avoid buyer’s confusion? The buyer gets pitched every day. Is your product the needle in the haystack?   Buyers preference. …