Sales

Ever noticed how saree shops don’t start with sarees? You walk in. The salesperson barely asks what you are looking for. Yet a chair appears out of nowhere…and before you even settle in, someone places a hot cup of tea in your hand. I used to think this was “good hospitality.” It’s actually brilliant business. Because the moment you sit down, sip tea, and relax… you stop being a hurried customer. You become a guest. And guests don’t browse. Guests stay, explore and trust - which is what the shopkeepers want. Hospitals call it “patient experience.” Startups call it “user onboarding.” Luxury brands call it “client delight.” But Indian saree shops figured this out decades ago. Lower resistance before selling. Let comfort do the conversion. It’s the same principle every business can use: Before asking for attention, create ease. Before asking for money, build comfort. Before selling, make people feel welcome. A cup of tea isn’t a beverage. It’s a strategy.

𝐖𝐡𝐲 𝐝𝐨 𝐬𝐨𝐦𝐞 𝐩𝐞𝐨𝐩𝐥𝐞 𝐠𝐞𝐭 𝐩𝐫𝐨𝐦𝐨𝐭𝐞𝐝 𝐟𝐚𝐬𝐭𝐞𝐫, 𝐡𝐞𝐚𝐫𝐝 𝐦𝐨𝐫𝐞 𝐨𝐟𝐭𝐞𝐧, 𝐚𝐧𝐝 𝐭𝐫𝐮𝐬𝐭𝐞𝐝 𝐦𝐨𝐫𝐞 𝐝𝐞𝐞𝐩𝐥𝐲? Of all the topics people ask me about, executive presence is near the top of the list. The challenge with executive presence is that it’s hard to define. It’s not a checklist you can tick off. It’s more like taste or intuition. Some people develop it early. Others build it over time. More often, it’s a lack of context, coaching, or exposure to what “good” looks like. Here’s what I’ve learned over the years, both from getting it wrong and from watching others get it right. 1. 𝐋𝐚𝐧𝐝 𝐲𝐨𝐮𝐫 𝐦𝐞𝐬𝐬𝐚𝐠𝐞 People early in their careers often feel the need to prove they know the details. But executive presence isn’t about detail. It’s about clarity. If your message would sound the same to a peer, your manager, and your CEO, you’re not tailoring it enough. Meet your audience where they are. 2. 𝐔𝐩𝐥𝐞𝐯𝐞𝐥 𝐭𝐡𝐞 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧 Executives care about outcomes, strategy, and alignment. One of my teammates once struggled with this. Brilliant at the work, but too deep in the weeds to communicate its impact. With coaching, she learned to reframe her updates, and her influence grew exponentially. 3. 𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝 𝐭𝐡𝐞 𝐬𝐮𝐛𝐭𝐞𝐱𝐭 Every meeting has an undercurrent: past dynamics, relationships, history. Navigating this well often requires a trusted guide who can explain what’s going on behind the scenes. 4. 𝐏𝐫𝐨𝐯𝐢𝐝𝐞 𝐜𝐨𝐧𝐭𝐞𝐱𝐭 Just because something is your entire world doesn’t mean others know about it. I’ve had conversations where I assumed someone knew what I was talking about, but they didn't. Context is a gift. Give it freely. 5. 𝐂𝐨𝐦𝐞 𝐰𝐢𝐭𝐡 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬 Early in my career, I brought problems to my manager. Now, I appreciate the people who bring potential paths forward. It’s not about having the perfect solution. It’s about showing you’re engaged in solving the problem. 6. 𝐊𝐧𝐨𝐰 𝐰𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐜𝐚𝐫𝐞 𝐚𝐛𝐨𝐮𝐭 Every leader is solving a different set of problems. Step into their shoes. Show how your work connects to what’s top of mind for them. This is how you build alignment and earn trust. 7. 𝐁𝐮𝐢𝐥𝐝 𝐜𝐨𝐧𝐧𝐞𝐜𝐭𝐢𝐨𝐧 Years ago, a founder cold emailed me. We didn’t know each other, but we were both Duke alums. That one point of connection turned a cold outreach into a real conversation. 8. 𝐃𝐫𝐢𝐯𝐞 𝐭𝐨 𝐜𝐥𝐚𝐫𝐢𝐭𝐲 𝐚𝐧𝐝 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧 Before you walk into a meeting, ask yourself what outcome you’re trying to drive. Wandering conversations erode credibility. Precision matters. So does preparation. 𝐅𝐢𝐧𝐚𝐥 𝐭𝐡𝐨𝐮𝐠𝐡𝐭 Executive presence isn’t about dominating a room or having all the answers. It’s about clarity, connection, and conviction. And like any muscle, it gets stronger with intentional practice.

Offline General Trade does not give you second chances easily and every false start sets the brand back by couple of years And as more and more digital first brands go offline, it is important for them to expand in a phased manner Here is how I suggest brands do the phasing: There are only 3 levers of growth in offline 1. Market Expansion 2. Reach Expansion in Existing Markets 3. Improvement in Extraction If you keep opening new markets, keep increasing number of counters in every market and keep increasing throughput, volumes will keep growing Of these levers, market expansion is the easiest way to get short term growth, And I have seen many brands take this shortcut under the pressure of delivering immediate revenue( find a distributor in a city and bill a first lot) But I strongly suggest that unless you have all the resources to win in a market( right manpower, right partners, right sellout strategy and enough management bandwidth allocation etc ), do not open that market Specially for newer brands just starting, it is very important for them to stick to only 1-2 markets till the time the GTM is fine-tuned and there is proof of Product Price Channel Market Fit Opening new markets is also costly. You will need to incur fixed manpower cost and also have to allocate marketing budget to drive sellout. The worst case situation for brands is( and it happens way too often) - Start a new market - Open few counters - Unable to drive sellout - Counters return stock - Distributor gets disengaged and stops business When the team now goes to find another distributor, there is already a reputation in the market that this brand does not sell, and it goes into a vicious cycle as the brand is unable to find either good distributor or good manpower So, unless you have infinite resources, a better and more sustainable way of growth would be to focus on few markets, get good reach and extraction from those markets and reach a certain scale. You also get invaluable learnings from these markets( type of distributor that works, how to drive sellout, what kind of distribution model works, what kind of manpower works, which products sell the most etc) And from there on, select few markets to open every year. You might end up taking 5-6 years to reach the entire country, but you control the spends and also chances of success goes up significantly For investors evaluating omnichannel consumer brands, do double click on the quality of offline revenue Throughput/Extraction from counters present is the single most important metric in my opinion to judge chance of future growth If there are 2 similar brands X and Y each doing 100 crs & - Brand X does it from 5 cities and 1000 counters - Brand Y does it from 25 cities and 3000 counters While it might seem that Brand Y has stronger distribution, but Brand X might have a better chance of future growth

In the U.S., you can grab coffee with a CEO in two weeks. In Europe, it might take two years to get that meeting. I ’ve spent years building relationships across both U.S. and European markets, and if there’s one thing I’ve learned, it’s this: networking looks completely different depending on where you are. The way people connect, build trust, and create opportunities is shaped by culture-and if you don’t adapt your approach, you’ll hit walls fast. So, if you're an executive expanding globally, a leader hiring across regions, or a professional trying to break into a new market-this post is for you. The U.S.: Fast, Open, and High-Volume Americans love to network. Connections are made quickly, introductions flow freely, and saying "let's grab coffee" isn’t just polite—it’s expected. - Cold outreach is normal—you can message a top executive on LinkedIn, and they just might say yes. - Speed matters. Business moves fast, so meetings, interviews, and hiring decisions happen quickly. But here’s the catch: Just because you had a great chat doesn’t mean you’ve built a deep relationship. Trust takes follow-ups, consistency, and results. I’ve seen European executives struggle with this—mistaking initial enthusiasm for long-term commitment. In the U.S., networking is about momentum—you have to keep showing up, adding value, and staying top of mind. In Europe, networking is a long game. If you don’t have an introduction, it’s much harder to get in the door. - Warm introductions matter. Cold outreach? Much tougher. Senior leaders prefer to meet through trusted referrals—someone who can vouch for you. - Fewer, deeper relationships. Once trust is built, it’s strong and lasting—but it takes time to get there. - Decisions take longer. Whether it’s hiring, partnerships, or leadership moves, things don’t happen overnight—expect a longer courtship period. I’ve seen U.S. executives enter the European market and get frustrated fast—wondering why it’s taking months (or years!) to break into leadership circles. But that’s how the market works. The key to winning in Europe? Patience, credibility, and long-term thinking. So, What Does This Mean for Global Leaders? If you’re an American executive expanding into Europe… 📌 Be patient. One meeting won’t seal the deal—you have to earn trust over time. 📌 Get introductions. A warm referral is worth more than 100 cold emails. 📌 Don’t push too hard. European business culture favors depth over speed—respect the process. If you’re a European leader entering the U.S. market… 📌 Don’t wait for permission—reach out. People expect direct outreach and initiative. 📌 Follow up fast. If you’re slow to respond, the opportunity moves on without you. 📌 Be ready to show value quickly. Americans won’t wait months to see if you’re a fit. Networking isn’t just about who you know—it’s about how you build relationships. #Networking #Leadership #ExecutiveSearch #CareerGrowth #GlobalBusiness #US #Europe

My client fired their entire SDR team on Tuesday By Friday, their pipeline had grown by 60% This sounds impossible It's not After auditing 50 B2B sales organizations over 10 years, I've uncovered the most expensive myth in modern selling: → The belief that MORE activity at the TOP of your funnel will fix conversion problems at the BOTTOM Let me share what actually happened: This mid-market software company was spending $350,000 annually on their 4-person SDR team - 100+ cold calls per rep daily - 17 meetings booked weekly - "Incredible metrics" according to leadership - But their close rate? A devastating 1.2% The VP of Sales was convinced they needed MORE outreach, MORE automation, MORE top-of-funnel I suggested something different: pause all prospecting for 7 days Instead, we had their account executives do something radical - engage with the 215 prospects already in their pipeline who'd gone cold after initial meetings Using a framework we developed: - 65 prospects responded within 24 hours - 41 booked follow-up meetings - 23 re-entered active buying cycles - 6 closed within 14 days (total value: $212K) The shocking revelation? - Their pipeline wasn't empty - It was overflowing with neglected opportunity. This company didn't have a lead generation problem. They had a lead nurturing catastrophe. By reallocating resources from mindless prospecting to strategic engagement, they've now: - Reduced CAC by 60% - Shortened sales cycles by 30% - 2x their close rate The counterintuitive truth: Sometimes the fastest path to growth is to stop chasing new opportunities and start converting the ones you've already earned. What percentage of your marketing and sales budget is focused on prospects who've already shown interest vs those who haven't? That ratio reveals everything about your future growth trajectory P.S. If you need help with your sales, send me a message

We analyzed 4 million recruiting emails sent through Gem. Most get opened. But only 22.6% get replies. Half those replies are "thanks, but no thanks." We dug into what actually works. Here are 8 factors that drive REAL responses: 1. Strategic timing beats everything else - 8am gets 68% open rates. 4pm hits 67.3%. 10am lands at 67% - Most recruiters blast at 9am when inboxes are flooded - Avoiding peak times alone can boost your opens by 7-10% 2. Weekend outreach is criminally underused - Saturday/Sunday emails get ≥66% open rates consistently - Why? Empty inboxes. Zero competition. Candidates actually have time - Yet few recruiters send on weekends. Their loss is your gain 3. Keep messages between 101-150 words - Shorter feels spammy. Longer gets skimmed - You need exactly 10 sentences to nail the essentials - Every word beyond 150 drops performance 4. Generic templates kill response rates - Generic templates: 22% reply rate - Personalized outreach: 47% increased response rate - Even adding name + company to subject lines boosts opens by 5% 5. Subject lines need 3-9 words - Include company name + job title for highest opens - "Senior Engineer Role at [Company]" beats clever wordplay - 11+ words can work if genuinely intriguing, but why risk it? 6. The 4-stage sequence is optimal - One-off emails are dead. Send exactly 4 follow-up messages - You'll see 68% higher "interested" rates with proper sequencing - After stage 4, engagement completely flatlines. Stop there 7. Get the hiring manager involved - Having the hiring manager send ONE follow-up boosts reply rates by 50%+ - Yet most recruiters don't use this tactic - Weekend advantage: Minimal competition for attention 8. Leadership involvement is a cheat code - Role-specific timing (tech vs non-tech) matters - Technical roles: 3 of 4 best send times are weekends - Engineers check email differently than salespeople. Adjust accordingly TAKEAWAY: These aren't opinions. This is what 4 million emails tell us. Most recruiting teams are stuck in 2019 playbooks wondering why their reply rates won't budge. Meanwhile, recruiters who implement these 8 factors see dramatically better results. The data is right there. The patterns are clear. The only question is: will you actually change how you operate? Or will you keep sending the same tired emails at 9am on Tuesday? Your call.

Here's how to simplify your pitch and 10x your sales: 1. Talk less, sell more. Short sentences = more sales. Hemingway once bet he could write a story in 6 words that'd make you feel something: "For sale: baby shoes, never worn." Your pitch should pack the same punch. 2. Complexity is for people who want to feel smart, not be effective. The worst salespeople make simple things sound complicated. The best make the complex simple. 3. Complexity says, "I want to feel needed." Simplicity limits to only what is needed. 4. Read your pitch out loud. I remember when I'd asked my COO to read the manuscript of my book. He chose to do it aloud. All 258 pages. Ears catch what eyes miss. The final version reads like butter. 5. "Be good, be seen, be gone." This was the best sales advice I ever got. - Good: Deliver value - Seen: Make an impression - Gone: Don't overstay your welcome People buy from those they remember, not those who linger. 7. Speak like your customer, not a textbook. We like to sound sophisticated. "We create impactful bottom-line solutions." But we like to listen to simple. "We help small businesses explode their sales." Which one would you buy? 8. Every word earns its place. Your pitch should be lean and mean. - Be specific - Avoid cliches - Check for redundancy - If it doesn't add value, cut it out 9. Abstract concepts bore. Concrete examples excite. ❌ "We'll increase your efficiency." ✅ "We'll save you 10 hours a week." Paint a picture. 10. People buy on emotion & justify with logic So tap into their feelings: - Fear of missing out - Desire for success - Need for security Then back it up with facts. 11. The "Grandma Test" never fails. If your grandma wouldn't get your pitch, simplify it. No jargon. No buzzwords. Just plain English. 12. Benefits > features. Dreams > benefits. ❌ "Our group hosts 10+ events per year." ✅ "Our program helps you close deals." 🚀 "Let's take back Main Street through ownership." 13. Use power words: - You - Free - Because - Instantly - New These words grab attention and drive action. Two final things to keep in mind... Simplicity isn't just for sales. Apply these principles to: - your business operations - your thinking processes - your next investment - your relationships - your to do list Sales isn't just for car dealerships. You pitch when you: - Negotiate a raise - Interview for a job - Post on social media - Hire someone for a job - Talk to an owner about buying their biz If you found this useful, feel free to share for others ♻️

MBA schools get one thing right. Frameworks. Consultants swear by them. And here's what most CSMs miss: Your job? It's consulting in disguise. Every customer meeting. Every QBR. Every escalation. You're solving problems. But where do you start? That's where frameworks come in. Your secret weapon. Your north star. Your problem-solving toolkit. Let me break down the top 10 that'll transform your CS game in 2025: 1. MECE Not just for consultants anymore. Mutually Exclusive, Collectively Exhaustive. Perfect for segmenting your customers. Enterprise vs. Mid-market vs. SMB. No customer falls through the cracks. Every account has a home. 2. SWOT Your QBR's best friend. Analyze each account's: Strengths (feature adoption) Weaknesses (unused modules) Opportunities (upsell potential) Threats (competitor presence) Make every review strategic. 3. PESTLE Because your enterprise customers are complex. Political (stakeholder mapping) Economic (budget cycles) Social (team dynamics) Technical (integration needs) Legal (compliance requirements) Environmental (remote work impact) Miss one? Risk renewal. 4. 5 Whys Low product adoption? Ask why. Poor engagement? Ask why. High churn risk? Keep asking why. Root cause analysis saves accounts. 5. BCG Matrix Your portfolio management tool: Stars: Growth accounts Cash Cows: Stable enterprises Question Marks: New logos Dogs: Churn risks Prioritize your time accordingly. 6. Porter's Five Forces Not just for market analysis. Use it for customer health: User adoption strength Executive buy-in Alternative solutions Integration stickiness Budget competition The complete health score. 7. OKR Because "increase retention" isn't enough. Objective: 95% renewal rate Key Results: - 100% QBR completion - 90% feature adoption - 48hr response time 8. RACI Map your customer's journey: Who's Responsible for success? Who's Accountable for renewal? Who needs to be Consulted? Who stays Informed? Clear ownership = Clear success 9. SMART Goals Make every success plan count: Specific feature adoption targets Measurable usage metrics Achievable timelines Relevant to business goals Time-bound implementation 10. 3Cs Customer (their needs) Company (your solution) Competition (their alternatives) The triangle of customer retention. Here's what most CSMs miss: Frameworks aren't rigid rules. They're power tools. For discovering value. For driving adoption. For ensuring renewal. Master these. Apply them to your accounts. Watch your renewal rates soar. Because great CSMs? They're framework ninjas. ------------------ ▶️ Want to see more content like this and also connect with other CS & SaaS enthusiasts? You should join Tidbits. We do short round-ups a few times a week to help you learn what it takes to be a top-notch customer success professional. Join 1999+ community members! 💥 [link in the comments section]

LinkedIn data says “loose ties” lead to the most job offers. 7 steps to re-connect with your “loose ties” (without feeling awkward or transactional): 1. What Are “Loose Ties” “Loose ties” are acquaintances who you have a past relationship with and maybe a few mutual connections. You know, the person you worked with two companies ago. Or the one you exchanged emails with at that networking event last year. 2. Brainstorm A “Loose Tie” List Fire up a spreadsheet, then carve out some time to think through the loose ties in your career. It can help to download your 1st connections on LinkedIn to jog your memory. Go to LinkedIn > Settings > Data & Privacy > Get A Copy Of Your Data > Download 1st Connections. 3. Confront The “Awkwardness” This is where it rears its head. We tell ourselves “I haven’t spoken to this person in years!” “I don’t want to bother them or seem needy.” You know the drill. Truth is, if you’re polite, honest, and up front, many of them will be happy to help. 4. Start By Mentioning Something You Remember Open your note by recalling something you remember from your last interaction. This personalizes things and shows you cared to remember what was important to them: “Hey [Name], it’s been a minute! How is everything on your end? The last time we spoke you were a few weeks away from a trip to Japan. How was it?” 5. Politely Mention Your Goals No need to beat around the bush, just be polite, honest, and specific about your goals: “I know this email is coming out of the blue, but I wanted to send you a quick update because I’m in the market for a transition. I’m specifically targeting Sales Executive roles at eCommerce companies like Warby Parker, Harry’s Razors, etc. If you know of anyone who might be good to connect with, I’d be grateful for any intros or opportunities.” 6. Relieve The Pressure With An “Exit Clause” Giving them an out removes the pressure from everyone involved. It can be short and sweet, like this: “I know this is a big ask, so no pressure and no worries if it’s too much right now. Either way, hope you’re having an amazing week!” 7. Repeat For All Your “Loose Ties” As is true with most channels, you probably won’t hear back from many folks. But I bet you hear back from more than you expect. AND I bet more of them are willing to help than you expect. Good luck out there!

JD[dot]com has already failed in Europe twice. The original JoyBuy closed in 2021. Ochama in the Netherlands shut down in 2025. Both times, they couldn't get enough orders to justify the infrastructure. So what did they do? They spent roughly 2.2 billion euros to take over Ceconomy, the parent of MediaMarkt and Saturn. About 85% control already secured. That's over 1,000 stores, 50,000 employees, and roughly 22 to 23 billion euros in revenue across 11 countries. No other Chinese company has ever bought a European retail brand at this scale. Most people compare JoyBuy to SHEIN or Temu. That's wrong. Shein and Temu relied on ultra-cheap manufacturing and the EU's de minimis customs loophole. Both are disappearing. Flat customs duties kick in July 2026. JoyBuy imports in bulk, pays full duties, warehouses locally, and sells branded products from Apple, Samsung, and L'Oreal. The heaviest cost structure, but the lightest regulatory risk. Combine JoyBuy's digital platform with MediaMarkt's physical footprint, and you get something Amazon actually lacks across continental Europe: real omnichannel presence backed by stores consumers already walk into. JoyBuy is the most serious Chinese e-commerce play in Europe so far. Not the biggest, not the cheapest, but the first one built for durability rather than speed. Whether JD.COM has the patience and political dexterity to see it through is the multi-billion-euro question. It's exactly because China's growth has slowed down that they are all eager to go abroad. The next wave of Chinese competition in Europe won't come from cheap goods and regulatory loopholes. It's going to be new players playing European rules, owning European assets, and competing with its sclerotic incumbents on service and quality. P.S. The other company I visited recently with the same ambition for overseas expansion is none other than BYD. Link in the comments.