Sales & Profit

We Are Hiring for - AVP Sales (BFSI) | Mumbai This is not just another sales role. It's your chance to work with a Fortune 500-trusted, AI-first platform services company. This company processes $25B+ in revenue data annually, impacts 1B+ lives, and is recognized by global analysts for its digital-first transformation solutions. Now, they need a Strategic Account Management leader to take BFSI growth to the next level. Whom we're looking for: ✔ A sales leader with 15+ years in BFSI account management & sales ✔ Proven track record of scaling and managing high-value BFSI accounts ✔ Strong industry connections in Mumbai within BFSI space ✔ A strategic thinker with excellent negotiation & relationship-building skills What you’ll do: ▶️ Lead and mentor a world-class account management team ▶️ Build strategic account plans to maximize BFSI revenue growth ▶️ Identify upsell and cross-sell opportunities across key accounts ▶️ Maintain and expand CXO-level relationships with BFSI stakeholders ▶️ Drive customer success, renewals, and long-term partnerships ▶️ Align with sales, delivery, and product teams to execute big deals Reporting to: Chief Revenue Officer If you’re ready to take your career to the next level, 📩 Send your profile to chidatmeeka nanda at chidatmeeka.nanda@salesprofit.in

In B2B complex sales, most sales pros get excited about every opportunity. And rush to send a proposal. But, here’s the truth : You don’t need to invest time in every opportunity coming your way INSTEAD : ➡️ Learn to qualify opportunities that have the highest probability of winning. ➡️ Work on opportunities that can do justice to your precious time and organization’s limited resources. ➡️ And let go of opportunities FAST that you will eventually lose (Intention is to Win, but Lose-Fast is an important skill of Great Sales Professionals) Qualifying and prioritizing the right opportunities is itself a complex topic. So in our effort to simplify B2B Complex Sales, We’re hosting a webinar to show you - "The most PRACTICAL and EASY-TO-EXECUTE Opportunity Qualification and Management Framework" Using this (copyrighted) FRAMEWORK, sales pros will be able to : ✅ Uncover key information about your “opportunity” early in the sales cycle ✅ Qualify and prioritize deals with the highest chance of winning ✅ Manage opportunities effectively, from qualification to closure ✅ Differentiate between "must-have" and "nice-to-have" customer needs ✅ Ask right questions to uncover key insights in an opportunity ✅ And significantly improve the win rates of the opportunities Interested to join the webinar? - Like this post - Comment "WEBINAR" below And I’ll send you the registration link in your DM!

Most Inside sales professionals, SDRs, and BDRs struggle to book more meaningful meetings with the right customers. Because they often lack a structured approach. Here’s where they’re going wrong: 1️⃣ They struggle to define and target the right Ideal Customer Profile (ICP). 2️⃣ Their elevator pitch falls flat and doesn’t generate customer interest 3️⃣ Their outreach lacks personalized, compelling messages that capture attention. 4️⃣ They are unsure how to handle objections effectively, missing opportunities to build trust. 5️⃣ No structured preparation for meetings, leading to low-impact conversations. To address these challenges, we’re running a public workshop on “Securing More Meaningful Meetings (SMM)” This workshop is designed to help sales professionals responsible for lead generation or appointment settings overcome these roadblocks and adopt a strategic, outcome-driven approach to getting more meetings. By the end of the workshop, you’ll be able to: ✅ Prepare and conduct customer-focused meetings and secure more appointments ✅ Craft compelling elevator pitches that grab attention and generate customer’s interest ✅ Handle objections like a pro and turn them into opportunities Reach to the right decision makers and build your credibility ✅ Customize your outreach based on the Buying Persona ✅ Learn best practices of outreach using Email, LinkedIn, and Calling ✅ Learn to personalize your outreach using AI tools ---------------------------------- Register for Workshop 👇 Mumbai Workshop - https://lnkd.in/dyXSFgBd Bangalore Workshop - https://lnkd.in/dFXmt8Jp ----------------------------------- (Yes, it’s a paid workshop. But the value you’ll get is much more than worth it!)

Last week Sales & Profit had the opportunity to lead an insightful "Sales Effectiveness Workshop" with the talented team at Alfa Laval. This session was particularly special as it brought together a group of young professionals eager to sharpen their sales skills. Their enthusiasm, curiosity, and passion for learning so early in their careers were truly amazing. Shoutout to the facilitator Linnet Dave who conducted this amazing enablement workshop. And a huge THANK YOU to each participant for their curiosity and dedication throughout the workshop. Aanchal Jaiswal, Avantika Tiwari, Deepak Singh, Harshath madhavan uv, Himanshu Shah, Ketan Patil, Prathmesh Ritapure, Preeti Jannu, Prince Talware, Riddhi Lote, Samartha Panda, Saurabh Aher, Shreyansh Chirwatkar, Vaibhav Makhloga, Vaibhav Sawant, Vaishnavi Babar, Vaishnavi Gudulkar, Vishal Sagar, Aditi Mehta, Keshav Kandelwal, Swara Jain, Vaibhav Babar and Yashobanta Maharana Your contributions made all the difference! 👍

One of the Biggest mistakes B2B salespeople make? Selling the same way to every customer. It’s like playing the same cricket shot - stepping onto the front foot for every delivery - without considering the bowler, pitch conditions, or the ground. A few years ago, I had a eureka moment. I realized that customers can be divided into 4 categories based on customer's understanding of their “NEED and awareness of the “SOLUTION”. Here’s the breakdown of each category 👇 ➡️ CATEGORY 1 CUSTOMERS : → Knows their need → Knows the solution → Treats seller like a “chemist” - just needs the medicine (solution) for the "prescription" 💡 Salesperson’s role? - An order-taker. Price, discounts, delivery timelines, and speed matter. Price plays the most important role. ~~~ ➡️ CATEGORY 2 CUSTOMERS : → Knows their need → Not very clear on the solution → Customer is in touch with multiple vendors 💡 Salesperson’s role? - Be an advisor. Help them evaluate options and position yourself as a technically superior solution or the one with higher ROI. ~~~ ➡️ CATEGORY 3 CUSTOMERS : → Has a pain or problem in their word → However, not able to articulate their need/problem well → Has ambiguous idea about the solution 💡 Salesperson’s role? - Be a consultant. Help them define the problem and educate them on the possible solution. Avoid confusing them by asking what is their explicit need, try to define their need for them and suggest a solution. ~~~ ➡️ CATEGORY 4 CUSTOMERS : → Has a pain /problem /interest → But doesn’t have requirement for a solution → Customer is at an implicit need 💡 Salesperson’s role? - Create urgency and Don't pitch your solution till customer reaches the right receptivity. Knows how to gradually turn their implicit need into an explicit need. --------------- My take? Categories 3 & 4 are where top sales professionals shine and differentiate themselves. Most salespeople struggle with these customers. But this is where consultative selling wins. If you can help a customer define their problem/ solution (for Category 3 customers) And if you can create urgency (for Category 4 customers), you become their preferred choice. Which category of customers do you encounter the most? Share it in the comments 💬 --------------- P.S. - If you want a quick overview of all 4 customer categories? I’ve shared a simple infographic in the first comment below - feel free to check it out!

Most Inside sales professionals, SDRs, and BDRs struggle to book more meaningful meetings with the right customers. Because they often lack a structured approach. Here’s where they’re going wrong: 1️⃣ They struggle to define and target the right Ideal Customer Profile (ICP). 2️⃣ Their elevator pitch falls flat and doesn’t generate customer interest 3️⃣ Their outreach lacks personalized, compelling messages that capture attention. 4️⃣ They are unsure how to handle objections effectively, missing opportunities to build trust. 5️⃣ No structured preparation for meetings, leading to low-impact conversations. To address these challenges, we’re running a public workshop on “Securing More Meaningful Meetings (SMM)” This workshop is designed to help sales professionals responsible for lead generation or appointment settings overcome these roadblocks and adopt a strategic, outcome-driven approach to getting more meetings. By the end of the workshop, you’ll be able to: ✅ Prepare and conduct customer-focused meetings and secure more appointments ✅ Craft compelling elevator pitches that grab attention and generate customer’s interest ✅ Handle objections like a pro and turn them into opportunities Reach to the right decision makers and build your credibility ✅ Customize your outreach based on the Buying Persona ✅ Learn best practices of outreach using Email, LinkedIn, and Calling ✅ Learn to personalize your outreach using AI tools ---------------------------------- Register for Workshop 👇 Mumbai Workshop - https://lnkd.in/dyXSFgBd Bangalore Workshop - https://lnkd.in/dFXmt8Jp ----------------------------------- (Yes, it’s a paid workshop. But the value you’ll get is much more than worth it!)

Most Inside sales professionals, SDRs, and BDRs struggle to book more meaningful meetings with the right customers. Because they often lack a structured approach. Here’s where they’re going wrong: 1️⃣ They struggle to define and target the right Ideal Customer Profile (ICP). 2️⃣ Their elevator pitch falls flat and doesn’t generate customer interest 3️⃣ Their outreach lacks personalized, compelling messages that capture attention. 4️⃣ They are unsure how to handle objections effectively, missing opportunities to build trust. 5️⃣ No structured preparation for meetings, leading to low-impact conversations. To address these challenges, we’re running a public workshop on “Securing More Meaningful Meetings (SMM)” This workshop is designed to help sales professionals responsible for lead generation or appointment settings overcome these roadblocks and adopt a strategic, outcome-driven approach to getting more meetings. By the end of the workshop, you’ll be able to: ✅ Prepare and conduct customer-focused meetings and secure more appointments ✅ Craft compelling elevator pitches that grab attention and generate customer’s interest ✅ Handle objections like a pro and turn them into opportunities Reach to the right decision makers and build your credibility ✅ Customize your outreach based on the Buying Persona ✅ Learn best practices of outreach using Email, LinkedIn, and Calling ✅ Learn to personalize your outreach using AI tools ---------------------------------- Register for Workshop 👇 Mumbai Workshop - https://lnkd.in/dyXSFgBd Bangalore Workshop - https://lnkd.in/dFXmt8Jp ----------------------------------- (Yes, it’s a paid workshop. But the value you’ll get is much more than worth it!)

95% of leaders are challenged by their sales reps working like a CHEMIST and not a DOCTOR. Let me explain: We all know the difference between a CHEMIST and a DOCTOR. ➡️ A CHEMIST We go to a chemist when we already know the problem and medicine. A usual chemist just fulfils your order of medicines. We choose chemists based on discounts and convenience. ➡️ A DOCTOR Now think of visiting a doctor. You go with symptoms but no clear solution. The doctor listens, diagnoses, and addresses the root cause of your problem. You don't ask doctors for discounts. Similarly, a Chemist sales rep just works in an order fulfilment role, and a Doctor sales rep works as a consultant to diagnose and solve customers' challenges. What happens when customers perceive a sales rep as a CHEMIST? → They engage with the sales rep when they already know what they need. → They just expect the "Chemist Sales Rep" to quote and fulfil her order. → Sales rep only competes on price or discounts. → Replaceable with any other sales rep. → Sales rep enters late in the buying process (RFQ or RFP stage). What happens when customers perceive a sales rep as a DOCTOR? → They expect “Doctor Sales Rep” to diagnose their challenges and offer a solution. → The sales rep enters early in the sales cycle. → Customers see the rep as a trusted consultant. → They build trust, respect, and credibility with the customer. → Sales rep secures deals at the right price and high margins. What’s the one thing you’ll do to help your sales team transition from a Chemist to a Doctor approach? Share it in the comments 👇🏼

A tool to help calculate sales/marketing KPIs required to achieve annual revenue target ↓ Some of the most challenging aspects of enterprise sales is addressing key questions like: → How can I set effective sales targets? → What should the KPIs or KRAs be for my sales, inside sales, and marketing teams? Over the past few years of working in B2B complex selling, I’ve realized something: "Not every complex problem needs a complex solution" Often, challenges feel ambiguous or overwhelming because the approach to solving them is unnecessarily complicated. We’ve taken steps to simplify these challenges. The following calculator is designed to help you : ✅ Define targets for your sales, inside sales, and marketing teams. ✅ Break down your revenue target into clear KPIs and KRA’s for each teams It works best when you, as a leader or founder, have clarity on the revenue you want your sales team to achieve and a high level understanding of key performance ratios. Want to access the tool? Just Comment “CALCULATOR” , and I’ll share the link in your DM within 24 hrs. ----------- P.S – We’ll be also sharing a calculator to help organizations determine an optimal size for their sales team.

Most Enterprise salespeople aspire to be Great and Successful, but there is a problem They have not been exposed to the structured way of approaching “B2B Complex Sales”. Here’s where they’re going wrong: 1️⃣ They jump into meetings without clear strategies to truly connect with the customer. 2️⃣ No structured way to qualify opportunities and focus on deals that matter. 3️⃣ They don’t map out the key decision-makers, so they lose influence in the buying process. 4️⃣ No follow-up plan, leading to deals that drag on or fall apart. To tackle these issues, we’re running a public workshop on the "SMART Selling Process + SMART Opportunity Management." This workshop is designed to help salespeople avoid these mistakes and build a winning approach to every sales interaction. Here’s what you’ll walk away with: ✅ Prepare for customer meetings with purpose and precision ✅ Identify decision influencers and address the “Reason Behind the Requirement” ✅ Build trust and credibility from the very first customer interaction ✅ Qualify deals quickly and “win fast or lose fast” to optimize time. ✅ Create customized plans to guide each qualified opportunity to the finish line. By the end of the workshop, you’ll be able to: ▶️ Conduct impactful, customer-focused meetings that move the sale forward ▶️ Manage and Prioritize your opportunities with clarity, focusing only on high-potential deals ▶️ Build stronger relationships with customers leading to long-term business ----------------------------------- 👉 Register for Workshop - https://lnkd.in/dTnpH8Cn ----------------------------------- (Yes, it’s a paid workshop. But the value you’ll get is much more than worth it!)