Blogs by "Bhawani Srivastava"
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Bhawani Srivastava
Bhawani Srivastava
http://www.valueselling.com

Bhawani is the managing partner with Valueselling Associates. A sales advisory and training firm based in California.Bhawani provides a range of sales consulting and training solutions to his clients in India and Middle East. Bhawani trains, coaches and mentors the sales teams of his clients to adopt a consultative selling methodology and enable them to sell on value. The portfolio of client’s includes Technology, Research, Media, & Telecom. Prior to this, Bhawani was the Director Sales - Gartner India and managed the technology business for the southern region. He has an established reputation in a variety of sales management and industry consultant roles with firms like Ovum and Cisco Systems.

  • A successful sales team recipe

    February 10, 2015

    As sales leaders, we all know that crafting a skilled, productive sales team is essential to our ultimate success; experts consider the keys to building a successful team a balance between art and science: a… MORE >>

  • When anxiety is a good thing

    December 03, 2014

    Ever wonder why some buyers effortlessly make decisions to move forward, while others never engage or take action? When momentum with your prospect stalls, it could be time to shake things up. We need a… MORE >>

  • Telling stories to establish credibility [template]

    October 29, 2014

    In today’s world, there are a few realities that every sales professional is acutely aware of. The first is that there are many alternatives available for every prospect you have. Not only are there alternatives… MORE >>

  • When you lose the business in B2B sales

    October 13, 2014

    If we only understand sales, we’re just salespeople to our prospects and nothing more. We can’t just be experts in selling. We need to be experts in our customers’ industries, too. When we understand the… MORE >>

  • Up your sales in a down economy

    September 19, 2014

    Given the slow worldwide economic recovery, it’s an appropriate time to review our core tactics. Many of us are finding our clients and prospects are risk averse. Here are some effective strategies you can proactively… MORE >>

  • Driving the conversation: The fine art of questioning

    July 29, 2014

    As sales professionals, you probably know a lot about the capabilities of the products and services you represent. However, being a “solution expert” alone is not enough to differentiate you from your competition. If you… MORE >>

  • How to warm up your prospect’s cold feet

    June 09, 2014

    You’ve labored for months with a prospect who seemed interested in your services. She returned calls and replied promptly to emails. Everything was moving right along and then … nothing. Nada. Radio silence. No more… MORE >>

  • When it comes to selling, you’re as good as your word(s)

    May 12, 2014

    Today’s slangy emoji text culture may have you thinking that formally written communications are a lost art. Don’t believe it. When it comes to professional communications, poised and precise prose rules over the casually misspelled… MORE >>

  • Is negotiation a strategy or a skill?

    January 23, 2014

    When it comes to a successful negotiation, which is more important: strategy or skill? The definition of the verb, negotiate, is to “deal or bargain with others, as in the preparation of a treaty or contract… MORE >>

  • Are we selling too tactically? – Best Practices to Optimize Sales Performance

    August 29, 2013

    Between January 2013 – March 2013, we at ValueSelling – India surveyed 130 end-user organizations, about their sales effectiveness practices and challenges, that the sales leaders face today and what the best do. We all… MORE >>

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