level 3 salespeople

Level 3 Salespeople

We all are SALES PERSON for some kind of Products or Services if we are in Business.

The much-required profession is SALES, through which revenue is fetched for the organization and hence the salespeople are paid handsomely.

But do you know What level of Sales Expertise you have?

Do you fall under the category of REACTIVE, PROACTIVE or PREDICTIVE?

What should be your next approach towards being a better version of the SALES PERSON?


It’s harder than ever to. Differentiate yourself in a market where almost all products or services look the same. People are also trying to reduce costs so they can win on price. But you can only discount for so long without spiralling into the pricing death spiral.

So, what can we do?


Let’s first walk through the 3 levels of salespeople (obviously, I want you to be at level 3).


If you understand where you’re at today and I can push you to Level 3 then pricing and competitive differentiation will melt away when you know how to do Level 3 sales activities.


Level 1: You solve a customer’s problem. You react to their problem and tell them how your product or service can help them. You’re reacting and responding to their problem – nothing wrong here.


If we want to up our game, we go to Level 2. This isn’t about the client telling you what is wrong, this is about you identifying and highlighting a problem the customer has, making them aware, and then providing the solution. This is a more proactive approach. As a Level 2, you can see ahead and consult on options. This is where most of the best salespeople are.


If you want to get to the top of the top – what you want to do is anticipate the problem the customer is going to have and explain to them why they need to expeditiously make a move with your product or service. This is the true Consultative Mode.

People want for you to identify problems they’re having, but if you can anticipate a problem they have before it has caused any issues (revenue loss, unnecessarily high costs), you’ll gain their trust and confidence in you and your product.

Most companies are so focused on short-term results, they’re not looking at the long-term pitfalls. When you come in you have an objective perspective and you can zoom out and see a high-level perspective of where things are going for your clients.


This requires a little more research and thought on your part, however. You’ll have to understand:

  • Their product
  • What they’re offering
  • Their customer bases
  • The market (of your product and your client’s product).


Customers will stop seeing prices or differentiators. They begin to see you as that person who will guide them and become a partner in their business. Instead of a salesperson or supplier, you become part of their ‘team’. This is how you win in today’s hyper-competitive market.




#business #sales #people #reactive #proactive #predictive #thebusinesseutopia

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What is Industry 4.0 ?


We are hearing these terms often now like Industry 4.0, web 3.0, Quality 4.0 etc. and all these sounding like the names of tech sci-fi movies. In this article, let’s see what Industry 4.0 actually is on a macro level.

In fact Industry 4.0 refers to the 4th Industrial Revolution, a phase in the evolution of industries specially manufacturing and supporting processes.
We have had three Industrial Revolutions in the past, the first happened during the 18th century, with mechanization.

The Second Industrial Revolution took place around the early 20th century with advent of automobile industry with improved manufacturing processes and assembly lines.

The Third Industrial Revolution took place in the 1960s and 70s with more use of computers and related implementation of digital technology.

Industry 4.0 really started to take shape in the 2010s, as computers became more powerful and the internet became more interconnected than ever before. The main change was the introduction of the smartphone (The iPhone 3G in 2009), as it brought exponential development of applications which could link devices, and the widespread use of Bluetooth and wireless technology.

These days, the term Industry 4.0 is commonly used as a buzzword for smart manufacturing, and supporting smart processes by interconnecting and integration of the processes for simplification by using the exponential technologies.

The main idea of Industry 4.0 is to create a well-rounded and holistic ecosystem for manufacturing processes, technology and applications. This idea of smart manufacturing will revolutionize how products and services are developed, processed, transported, retained, inspected and lead to more automation and less routine manual labour and resources.

The 9 core pillars of Industry 4.0 and its development are:

  • Big Data and Analytics
  • Autonomous Robots
  • Simulation
  • Horizontal and Vertical System Integration
  • Industrial Internet of Things (IIoT)
  • Cybersecurity
  • The Cloud
  • Additive Manufacturing
  • Augmented Virtual / Mixed / Extended Reality; Blockchain

The Fourth Industrial Revolution is extremely relevant and increasingly important for a multiple reason. It represents the next wave of technology driving efficiency across all operations not just in manufacturing but transactional and service processes.

Failing to adopt the new technology of Industry 4.0 will cause organizations to fall behind, competition.

In technology strategy, the “second half of the chessboard” is a phrase, coined by Ray Kurzweil. Many of us know the wheat grain and chessboard story…In that While the number of grains on the first half of the chessboard is large, the amount on the second half is vastly large Organizations need to assess industry 4.0 readiness and act fast and act fast.

Is your organization industry 4.0 ready?
At what level you are?
Is your technology strategy aligned to industry 4.0?


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