Nurturing Relationships – The Foundation of a Strong Channel Sales Partnership Henry Ford once said, “If everyone is moving forward together, then success takes care of itself.” We live in a connected world; hence, involving everyone and ensuring holistic growth is imperative when seeking success for your organisation. Channel sales management is an integral part […]

When it comes to retail or showroom sales, more than the skill, the will of the salesperson matters. Simply put, retail sales refers to any business with showroom infrastructure. It mostly involves selling high-end consumer products like phones, bikes, cars, cosmetics, jewellery, wellness, furniture, etc. We are in a time when the experience concerns the […]

Every call we make has a purpose. And if that call has to have an impact, we need to prepare well. While people may call it cold-calling, in reality, it is not. There is always some preparation done on the database that one receives for making outbound Calls.  Recently, we did a session for a […]

A goal is a dream with a deadline Napolean Hill Performing under pressure is something for which salespeople need to be mentally ready.  Sales coaching can be instrumental in helping individuals perform well under pressure and achieve better sales numbers. Here are some ways in which sales coaching contributes to success under stress: Skill Development: […]

The retail sales landscape is constantly changing, with growing expectations of both B2B and B2C consumers. We had the mandate to build the sales capabilities of a young sales team working through a B2C model to sell health, nutrition and wellness services. A long-term roadmap was drawn to make the transformation project. The scope of […]

I recently had the opportunity to provide sales and leadership coaching services to a prominent and multinational UAV services company. The potential for UAVs in India to revolutionise various aspects of our lives is evident. Selling niche products and services requires a cultivated sales culture, and sharing a few thoughts.  In the context of coaching […]

In a world dominated by information and communication, practical presentation skills have become more crucial than ever. Whether you’re a professional delivering a business pitch or a student giving a class presentation, mastering the art of presenting can significantly impact your success. In this article, we’ll explore what presentation skills entail, why they are essential, […]

Learn from History; Let’s expand our local and global Influence. Dinkar Rao India was known as the “golden bird” because of its wealth and prosperity, specifically regarding its resources and trade. The country had abundant natural resources, including precious gems and minerals and a rich cultural heritage. We lost substantial wealth to various invaders, leading […]

You can have competition in terms of products and services. However, it is practically impossible to copy the commitment and skills of a passionate salesperson. Dinkar Rao (Sales Coach and Consultant – Grovel Euler’s) How do we build a mindset through which salespeople sell the benefits of a product or service rather than just price?  […]

Both optimists and pessimists contribute to society. The optimist invents the aeroplane, the pessimist the parachute. George Bernard Shaw We need more people who can build and fly the aeroplane in sales. As a career, it is similar to a sports career, requiring disciplined efforts and fitness. Well, the business can grow well only with […]

Never take your eyes off the cash flow because it’s the lifeblood of business. Sir Richard Branson Cash is the king, as they say. Maintaining a positive cash flow is crucial for the success of any business, and sales teams play a pivotal role in achieving this goal. Here are seven ways sales teams can […]

Here are some Do’s and Don’ts for Account Executives (AEs) and Sales Development Representatives (SDRs) in a SaaS business to help achieve predictable results: Do’s for AEs: Don’ts for AEs: Do’s for SDRs: Don’ts for SDRs: AEs and SDRs can work cohesively, ensuring a more effective and predictable sales process in a SaaS business.

Structuring the sales effort is crucial for creating predictable results in any business, especially in a SaaS (Software as a Service) business where sales and revenue generation are paramount. Let’s break down the significance of Sales Direct Reports (SDRs) and Account Executives in achieving this goal: Sales Direct Reportees (SDRs): Account Executives: Importance of Structuring […]

A customer is the most important visitor on our premises. He is not dependent on us. We are dependent on him. He is not an interruption in our work – he is the purpose of it. We are not doing him a favour by serving him. He is doing us a favour by allowing us […]

Myopic efforts do not help in the longterm Regional Managers are like CEOs of their region. They can’t afford to be myopic and transactional. Superficial Management of a team and being indecisive is the crux of the issues in managing people and performance Building a high-performance organization is a complex task that requires effective leadership […]

The greatest strength that MSMEs and SMEs have is their ability to have an agile sales strategy. However, unless the founders are not involved in building the sales, marketing and service culture, it is very difficult to build a sustainable change in the business. How can sales training really help the SMEs and MSMEs thrive […]

Your Customer does not care how much you know, until they know how much care. Damon Richards While many organisations want to penetrate deeper into the key accounts and maximise the possibilities, very few organisations show interest in building a customer-centric culture. Building Key accounts can be like managing your personal assets. Building a customer-centric […]

In the realm of business, true success is not just about selling products of premium quality, but about deeply understanding the needs of our customers and being driven by the purpose our products serve. Value selling is not just about trying to sell premiums of your products and services. It is a deep-down change in […]

B2C sales challenges could be unique as we are dealing with stakeholders who may not have a formal buying process. The greatest challenge in B2C business is that the buying process can be very heterogeneous and impacted by the culture, biases and unpredictable preferences of the buyer. Whereas, in B2B business, the buying processes are […]

Coaching the service teams is quite unique as compared to the coaching of salespeople and business development professionals. Here the primary focus is on going beyond numbers and working on some timeless qualities required for delivering exceptional The personality and mental orientation of the service folks is quite different. Generally, service mindset is quite focussed […]

The saying “God helps those who help themselves” implies that individuals who take initiative and put in effort are more likely to receive assistance or support from external forces, including luck or divine intervention. Similarly, in the context of building a data-driven culture in MSMEs and SMEs, founders who actively embrace and promote data-driven practices […]

As they say, God lies in details and the devil too lies in details. Data and the information emerging from the data could be an eye-opener many times. Yes, it is not uncommon for businesses to sometimes operate on a “feel-good factor” without relying on concrete data to support their decisions. This can be a […]

Dealing with team members who do not practice customer-centricity can be a challenge, but there are several strategies you can employ to address the issue. Here are some steps you can take: Remember that changing behavior takes time and effort. It is important to provide support, resources, and ongoing reinforcement to help team members understand […]

“I want exponential growth in our business ”. This is something which every ambitious business leader would say. How to really build a growth mindset. Here are some steps: In this blog, we will focus on internal resistance to begin our exploration of ways to develop people.What could be sources of Internal mental resistance? Internal […]

Every Large company was an MSME someday. Keeping a sharp focus on the right priorities can be extremely beneficial As a coach, I have seen many small and medium enterprises doing very well and also some really struggling to make things happen. For some companies whose offerings are aligned with the economy of the country, […]

Don’t you think Selling is a complex activity? Far more complex than what it is perceived to be. Selling requires planning extensively. It requires a deep understanding of the needs of the customers and markets. It needs support from stakeholders inside and outside the organisation. It requires resources, finances, insights and partners to make things […]

In India , we have had very strong Gurukul system where students learn from their teachers in a very personalised manner. This is still being practiced as Guru Shishya parampara by some of the Indian practitioners for certain bodies of knowledge. So, the context for One to one development of people has been very much […]

We keep reading in the news about Al Nino and other climatic disruptions. Climate change can certainly affect business, the writing is clearly on the wall. We would like to suggest our discerning readers to update their understanding and build readiness for the future of their businesses in lieu of climate change. Here is one […]

HR leaders need to garner a lot of support from the top management before organising the sales training programs for the employees. In the absence of support from business leaders, most of the training programmes end up losing steam over a period of time. Many times, due to various reasons Top management is not involved […]

Sales innovation is the process of using novel approaches and tools to improve the effectiveness of the sales process. In today’s highly competitive business environment, sales innovation has become a critical success factor for companies to gain a competitive edge over their rivals. One of the key aspects of sales innovation is differentiation, which is […]

A sales pipeline is only as good as the salesperson using it. Matt Heinz Effective prospecting in sales is critical for navigating the sales funnel management and building a strong pipeline of potential customers. Here are some tips and techniques for effective and heavy sales prospecting: BANT is an acronym commonly used in sales and […]

People will forget what you said, people will forget what you did, but people will never forget how you made them feel. Maya Angelou There is always a need for a positive emotional connection with potential customers. Primarily, Selling and buying are emotional experiences beyond the realm of pure logic. By building rapport, and emotional […]

People don’t want to be sold to, but they love to buy. Jeffrey Gitomer Consultative selling is a sales approach that involves working closely with customers to understand their needs and challenges, and then provide tailored solutions that address those specific issues. This approach is particularly effective for SaaS companies, as it allows them to […]

BPM (Business Process Management) and BPO (Business Process Outsourcing) both present their own unique challenges and opportunities. We would like to share our experiences here – Challenges of BPM: Opportunities of BPM: Sales effectiveness for BPM involves developing a strategic and systematic approach to BPM Sales solutions. Here are some key steps for improving sales […]

“The productivity of a work group seems to depend on how the group members see their own goals in relation to the goals of the organization.” Ken Blanchard Dealing with unproductive salespeople can be a challenging task, but there are several steps you can take to address the issue: Remember, salespeople are the lifeblood of […]

Every business growth objective needs mindset changes and building cultural enablers in the system (See our page: https://grovaleulers.com/sales-culture-creation/) Building a P&L (Profit and Loss) mindset in the sales team is important because it helps them understand the financial impact of their actions and decisions. Here are some important things to consider when building a P&L […]

Dinkar Rao, founder and business coach from Groval Euler’s, shares some perspectives towards building a new-age sales team. Apart from past accomplishments, what makes candidates stand out in sales? Here’s what he has to say.  “It is a timeless truth that sales team members must have or develop a sense of ownership as it makes […]

Groval Euler’s is a company that specializes in building sales capabilities for organizations. They help organizations improve their sales performance through a variety of services and solutions, including training, coaching, and consulting. Here are a few ways Groval Euler’s can help organizations build their sales capabilities: Groval Euler’s offers a range of services and solutions […]

Sales training is an important investment for experienced sales professionals, as it helps them stay up to date with the latest trends and techniques in the industry. It can also help them identify and capitalize on new opportunities, stay ahead of their competition, and be more effective in their sales efforts. Sales training can also […]

We all get exposed to the situations which require higher degree of emotional maturity. In sitiation where you want to build bridges between the two parties, it is important to be diplomatic. Even in the sitiations where you don’t want to build a relationship due to drastic contrasts and compelling reasons, it could be worthwhile [...]

The most common episode in the customer acquisition process and account Management is dealing with objections, complaints and resistance. What are the 5 best ways to deal with objections? Listen carefully: Make sure you’re listening to the customer’s objections and acknowledging their concerns. Ask questions: Ask questions to better understand the customer’s objections and uncover [...]

Mastering the art of sales is not easy and sometimes quite challenging if people don’t reflect enough about themselves. It takes a lot of efforts and planning to bring the best out of a salesperson. Sales executives need constant guidance and upskilling to keep up with changing market dynamics. Sales is a scientific  practise, it […]

In recent years, the demand for top business coaches has been on the rise in India, and there are several reasons for this trend. Increased focus on personal and professional development: In the fast-paced and competitive business environment in India, professionals are increasingly seeking ways to improve their skills and knowledge to stay ahead of […]

Sales training is an important aspect of any business, as it helps to ensure that sales staff are equipped with the skills and knowledge, they need to effectively sell products and services to customers. There are several reasons why exclusive training is important for increasing business sales: There are many ways to deliver training, including in-person […]

Building a high-performance team is essential for organizations that want to achieve their goals and remain competitive in today’s market. A high-performance team is one that is able to work together effectively to achieve common goals, and is characterized by strong communication, collaboration, and a commitment to continuous improvement. To build a high-performance team, organizations […]

From cinemas to ads, storytelling has been a crucial element of narration and plot development. Marketing has also extensively used the power of storytelling for decades now. This leaves us, the sales folks, wondering how to unlock the power of storytelling into our everyday affairs. Sales presentations are often filled with stats and product-related info […]

Win rate is a crucial parameter in sales as it helps a company assess the potential and performance of the sales team. A sales team is an indispensable part of an organisation, making growth happen.  A sales team not only needs the right strategy, people and approach but also the right culture. Here’s how an […]

Marketing and sales alignment is one of the most crucial games for a company to master. For generations, the two departments have somehow tried to find gaps and leave them unbridged. It is only in recent times the hunt for growth has made leaders unlock the potential of these departments working in sync.  Both the […]

Energy is key to all lifeforms. The energy that drives us, that keeps us alive, and that helps us understand what we want is the energy that determines who we are.  The energy we operate on makes us or breaks us. If we operate in the energy of guilt, fear or shame, the inward emotions […]

This system of weekly review is a great opportunity to steer the people in the right direction in an organization, making it very important for an organization. A lot of organizations focus on outcomes and although that process is acceptable, it cannot possibly yield a lot of results.  Let us take the analogy to understand […]

Impactful ways to establish the “Right” culture in your company All businesses start with an initial idea to solve a certain problem out in the market The initial idea branches out into offerings and this is basically how every business is born. Just like an individual, every business needs to have a certain culture.  Culture […]

Customer service – we have been at both the receiving and giving ends of it. While we have absolutely enjoyed the customer service of a few companies, a few would not have been so delightful.  Did you know that 67% of consumers cite bad experiences as a reason for churn? Keeping in mind our experiences […]

Planning, margins, profitability, operations, marketing – you’re the boss and you know it best for your business. You have built teams to be most efficient and effective. Kudos, that does take a lot.   Even after a journey that one can regard as a success if you feel there’s a missing element to it, here’s mostly […]

A Case Study – The transformation of a sales team in a Mumbai-based MSME business through the right culture  I fear not the man who has practised 10,000 kicks once, but I fear the man who has practised one kick 10,000 times. Bruce Lee In the complex business world, a few things should always be […]

Stories – Sales Training and Coaching As a Sales trainer and Business Coach, I have the privilege to work closely with thousands of Sales professionals, their leaders and also with scores of entrepreneurs. One of the things I could do as a coach and enabler is to share some stories that could be of some use […]

Without developing the leadership, all the efforts to develop the team down the line can be ineffective. It is important to connect with the senior leadership team with a common goal and purpose. Sometimes, all our great efforts go down the drain if all the key leaders are not in alignment with the CEO and top […]

Growth of  an organisation depends on its Sales and business culture . And creating a  conducive culture to enable sales growth requires deep involvement of senior and top leadership. Sales culture creation requires abilities to build high quality collaboration within the organisation. All this is possible when the top management deploys all the efforts to create a work […]

Businessmen, Experts, Technologists, and Futurists have suggested that the next few decades will herald the fourth industrial revolution. The fourth industrial revolution will be certainly driven by digitization, information and communications technology, machine learning, robotics, and artificial intelligence; and will shift a good part of decision-making mechanisms from humans to machines. The ability to strike the right balance between […]