Pile On Motivation

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Category: Marketing

  • Are you a PROBLEM SOLVER and satisfied with the status quo?This will make you think..

    Creative , heuristic skills possessed by an ARTIST are very much in demand in the modern day wherein users have access to information over the internet and social media.


    Left brain capabilities of TECHNICIANS was the need of the hour in the Industrial Age where PROBLEM SOLVING was the most needed skill in the absence of freely available information.


    The proliferation of the internet with freely available information has made RIGHT brain skills namely PROBLEM FINDING the need of the hour.

    Thus PROBLEM SOLVING driven by LEFT brain capabilities has started losing its relevance and is slowly giving away to PROBLEM FINDING in the modern age of the internet.

    Daniel Pink makes a mention of the same in his book To Sell is Human

  • How has internet and social media changed the game of SALES?

    With access to unlimited information over the internet , social media , it is now an advantage to the buyers.

    As a result SELLING more effectively needs an entirely different skill set than ever before.

    In such an age the need is of ARTISTS rather than trained TECHNICIANS as SALESPEOPLE.

    The focus has thus shifted from PROBLEM FINDING for the BUYER rather than PROBLEM SOLVING.

    Daniel Pink mentions the same in his book To Sell is Human

  • As a SALESPERSON do you MIMIC your buyer’s behaviour?

    We see salespeople who try to mimic what their buyers have to say.But the right and most effective salespeople are the ones who practice STRATEGIC MIMICRY.


    This consists of three steps 1) Watch – Observe the buyer closely 2) Wait – Wait and subtly copy his actions to give him confidence that the frequency matches and 3) Wane – Make yourself forget that you are mimicking.


    Daniel Pink mentions this in his book To Sell is Human

  • What does research reveal on the right mix of POSITIVITY and NEGATIVITY in mindset?

    In his book To Sell is Human , Dan Pink mentions that for effective selling , being overly POSITIVE and PUMPING oneself up is not the most appropriate solution.

    A right amount of negativity and interrogative self talk is necessary to throw caution to the winds for effective sales performance

    The most appropriate ratio of POSITIVITY to NEGATIVITY has been found at 3:1 when the sales performance tips.

    This teaches us why cautious optimism and productive paranoia are key to a salesperson’s repertoire.

  • Is EXTRAVERSION a prerequisite to SELLING?

    Contrary to popular belief , Daniel Pink has mentioned in his book , To Sell is Human , that there is no advantage to EXTRAVERTS when it comes to SELLING.


    Research has shown a correlation of 0.07 between EXTRAVERSION and SALES PERFORMANCE


    This proves that AMBIVERTS are the ideal people who are most suited for sales conversions.


    For such interesting insights , watch out this space for more..

  • Why does modern day SALES require more sophistication than ever before?

    In earlier times in absence of internet and social media it was INFORMATION ASYMMETRY and hence SELLERS had an upper hand over BUYERS.


    In the modern day due to proliferation of internet and social media the balance has heavily shifted in favor of BUYER due to INFORMATION PARITY.


    Thus from CAVEAT EMPTOR we are in the age of CAVEAT VENDITOR with advantage and data fully at the disposal of the buyer.

    Thus SELLING needs highly skilled SALES PEOPLE more than ever before.

  • How has the ABC of Selling changed over time?

    During earlier times , in the absence of internet and data in public domain , information asymmetry presented numerous advantages to the SELLER over the BUYER.The ABC of Selling used to be “Always Be Closing” and it was an advantage to the seller.


    In recent times due to the proliferation of internet and social media , it is now advantage to the BUYER.This is why effective SELLING demands 3 unique qualities from the SALESPERSON namely 1) Attunement 2) Buoyancy and 3) Clarity

    Attunement to understand the buyer’s perspective , Buoyancy to remain afloat in spite of multiple rejections and Clarity to understand , comprehend and make meaning out of esoteric facts and information.


    Daniel Pink has thus mentioned in his book “To Sell is Human” that the ABC of SELLING has indeed evolved over time.

  • Are you tired of rejections as a SALESPERSON?Great advice

    The perfect recope to stay afloat as a salesperson inspite of multiple rejections is INTERROGATIVE SELF TALK

    Instead of being overly optimistic the recipe for success is to be CAUTIOUSLY OPTIMISTIC by asking yourself the right questions and mixing the right amount of POSITIVITY with some amount of NEGATIVITY

    Daniel Pink mentions this in To Sell is Human

  • For your ORGANIZATION have you defined your JUST CAUSE yet?

    A “Just Cause” is defined as the futuristic vision aimed towards engaging employees of an organization for achievement of fulfillment in their lives.This is solely driven by the sense of meaning in the vision that makes monetary short term benefits insignificant to an employee of an organization.

    Needlessly to say taking baby steps towards that vision gives us a sense of fulfillment.This is why the company mission and vision statements should be oriented more towards alignment with a “Just Cause” rather than benefits which can be felt only in the short term.

    All great organizations orient their vision and mission statements keeping the long term perspective in mind.Simon Sinek mentions about the same in his book titled “The Infinite Game”.

  • Why do GREAT LEADERS prioritise PEOPLE over PROFIT?

    In an infinite game of business “will” relates to human metrices for e.g inspiration , motivation , trust etc.

    Whereas “resources” refer to profit , revenues etc.

    Needlessly to say “resources” depend on external factors like customers , shareholders and are not in the control of a leader.

    What is internal to an organization and can be controlled as well as nurtured is “will” of employees to drive revenues.

    This is exactly what an infinite ninded leader does as very aptly mentioned by Simon Sinek in “The Infinite Game”