The 6 Keys to Successful Selling

I keep being told ‘you are everywhere’ and there’s a good reason for that… it’s because I love what I do, and I truly value the relationships I have built with our team, partners, and customers. These relationships over the years have cultivated into personal friendships and a network of people I truly respect, value and enjoy being with. One of the hats I wear, outside of making the office coffee :), is to help my sales team with customer acquisition and retention and in this process, I have learned a few criteria that I believe are vital to success. The things that will make a difference:

Know your customer 

  • What vertical do your customers reside in and what are the disruptors in their industry?

Put yourself in the customer’s shoes 

  • How long has the CEO and upper management been there? What commitments have they made to drive a transformation to their business?
  • Is there empowerment and budgets to drive their strategy? If so, who is leading that charge? How is this empowerment distributed across the globe?

Get through the right doors to build the right network 

  • Do those that are empowered know your company and do you have the relationships to get in front of them?
  • If the relationships exist, great. If they don’t, do you have the network to build those relationships or can you get friendly intros to the right people?

Align your solution with your customer’s goals

  • Research and understand the end goal. How does the end goal align with their strategy and what business value and the outcome can you drive that differentiates you from the competition?

When doing business, expect to run a marathon and not a sprint

  • Engage, as frequently and as wide as feasible within the organization. Driving any change is a marathon and not a sprint. There needs to be a strategic approach to the entire journey but then a sub-strategy is required for each mile. Agree to a win criteria and clearly define what both sides achieve if accomplished. Ask for the business as they won’t give it unless you ask! And ask BIG!

Be nice. Build friendships!

  • Business relationships are as much about trust as anything else. If they trust you and like you, they will do business with you. If you are artificial and just there for the order, then it will be short-lived. Can you call or text those empowered within your customers on their cell phones? Do you know their family or what’s going on in their personal lives? Were you there when they needed a friendly ear and it had nothing to do with a deal?  

Happy Selling!!!

Posted by / October 1, 2019 / 0 Comments
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Piyush Mehta

Piyush Mehta

Piyush has over 25 years of entrepreneurial experience, with the past 20 focused in software and technology services. Currently Piyush serves as CEO and a Board Member of Data Dynamics, Inc., a company he founded in 2012. Piyush is committed to building software solutions that drive value for his customers. He believes that a customer-centric focus is a must, and thus builds an internal team culture with a “customer-first” mindset. This customer-centric focus has allowed Data Dynamics to have 25 percent of the Fortune 100 companies as its customers, as well as 12 of the world’s top 20 banks. He is passionate about business start-ups, and loves the rollercoaster ride that comes with it as well as the challenges inherent to it. Piyush believes a start-up team becomes a family as they spend more waking hours together. This has helped develop a culture that inspires and rewards creativity and unity within the organization. Further, such a sense of belonging and commitment with each team member becomes core to business success. In addition, Piyush is focused on driving balance sheet value for his shareholders, while ensuring that the company is efficient with its capital. This has allowed him to build organizations with “boot-strap” funding, relying on organic sales to help drive growth rather than a constant dependence on external funding. Often called the “Dean of Data,” Piyush has established alliances and partnerships with key industry leaders within the data management field. His extensive global experience includes areas such as business strategy, treasury and finance, investor relations, acquisitions and divestitures, and operations.

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