As Inside Sales moved beyond the telephone, digital sales took shape. Digital Sales is used to describe the mechanism for customer engagement through the power and possibilities of technology.

Advanced analytics now provide organizations with the ability to marry data from multiple sources and utilize intelligent algorithms to define the specific parameters for the next sales call. This closed loop approach is improving call connectivity ratios, as well as reducing the cost of sales by a fair margin.

Our engagements in building Better Digital Sales Professionals include the following.



Digital Sales and Account Planning


Failing to Plan is Planning to Fail

The least common denominator for planning is the Account. For a digital sales professional, their ability to meet quota is indexed on a strong pipeline, and the best source of a solid pipeline is through Account Planning. In several organizations, account planning is a customary Q1 ritual with some meetings, some pipeline generation, and some PowerPoint slides. This ritual has led to sellers questioning the value of the entire exercise that finally results in missed quotas and challenged customer relationships. There must be a better way.


Our Approach


How do we engage?

Account planning engagements involve the identification of specific accounts and account teams for the planning exercise.

The first planning session is led by our master facilitator using a coaching approach to drive the planning process for one identified account team. The digital sales managers observe the conduct and take notes so that one chosen manager can replicate the process for a different account later in the day.

This cycle of observation and application is driven for multiple industries so that the managers understand the nuances of facilitation and coaching across different industries and teams.

Impact driven for customers

Digital Sales Managers who have experienced our account planning engagements talk about their ‘A-Ha’ moments when they realized that what they know is very different from what they should ideally know. Principles of facilitation, structuring meetings and conversations, utilization of frameworks to facilitate stretch thinking are all elements that they find valuable.

Sales professionals who experience these workshops talk about discovering a new normal for the quality of their account plans. They also realize the impact of facilitated account planning that helps them focus on the customer rather than on the process. They are sometimes surprised about the quantum of opportunity that lies untapped within their customers. The joys of teaming, and building accountability to customer outcomes, are also exercises that transform how they think about aspiring together.

 Organizations who invest in these Account Planning workshops are pleasantly surprised to see multiple millions of $s of additional net new pipeline. At Tripura, we have had the pleasure of running hundreds of these sessions across the globe and have generated close to $5 Billion in net new revenue for our customers.

Customer Results - Case Study

The discipline to track planning to revenue

Recommended Resources for Sales Planning


Q0 Planning: 5 Ways You Could Assess If You Have a Good Plan?​

Q0 Planning: 5 Ways You Could Assess If You Have a Good Plan?​

Most companies embark on a new fiscal in April. Keep your hand on your heart, and tell me if you have a solid plan as you move into the new fiscal? By the way, how will you know if you have a good plan? Allow me to share 5 ways you could assess if you have a good plan:
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Better Deal Execution in Digital Sales


Of the many challenges facing digital sales organizations, the one of hope-casting is perhaps the most frustrating. Sellers are not the only ones to be blamed. Over estimation is an inherent human characteristic. When digital sales leaders understand this nuance of psychology, they can then look out for ways to remove the dysfunction of hope-casting.

It is our belief that deal qualification is the core of selling. Just as the strength of the core defines the strength of the human being, the strength of their deal qualification discipline defines the strength of a digital sales organization.


Our Approach


Most of our customer engagements stem after they miss their forecast either for the quarter or the half. We then subject the top 10 deals for the next quarter to flow through our deal coaching sessions, so that the opportunity pursuit teams can assess the quality of their qualification, identify risks associated with the deal, and develop actions to mitigate those risks.

In addition to these powerful outcomes, digital sales teams also realize the extent of their integration with other teams, and the split of responsibilities required across teams, to secure their top deals.

Customer Results - Case Study

Traversing the journey from “hopecasting” to forecasting for one the largest software companies in the world

Customer acknowledgement testimonial

Recommended Resources for You.

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Doubling your Win Rate by Exercising Deal Control

Doubling your Win Rate by Exercising Deal Control

In theory, the entire process of selling can be charted out in 7 or 8 clear stages. But in reality, the process is complex and the theoretical Sales stages merely touch the monster at the surface, let alone tame it.
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Digital Sales Conversations Leveraging Business & Financial Acumen


In physics, resonance is defined by the matching of frequencies that increases amplitude. In sales, the ability to resonate with customers is important for meaning and motivation to be established in the conversation. The lack of resonance is very easy to decipher – the lack of progress on deals is a surefire indicator of mismatch of frequencies in client conversations.

For sellers to make sense to customers, they need to possess a foundation of three core capabilities:

  1. The ability to talk the language of business and industry, broadly called business acumen
  2. The ability to talk the language of money, specifically called financial acumen
  3. The ability to talk the language of senior executives, loosely called executive conversations

How do we engage?

When customers discover a fall in pipeline volume, a decrease in velocity and a deterioration of quality that is when they reach out to us. Rather than spending time on internal reports, we spend time observing the quality of customer conversations. The extent of customer acknowledgement of the value and learning within the call is a leading indicator of the need to invest in capability building in business acumen, financial acumen, and executive conversations.

Our engagements are designed both as workshops for knowledge assimilation and as “real plays” for field application.

Clients who have experienced these engagements talk about increased access to decision makers, increased deal sizes and faster deal closures. They also talk about the levels of peripheral intelligence displayed by their field and the quantum of insights they bring back from their client conversations.

Customer Results - Case Study

Accelerating Client Value through Business and Financial Acumen

Customer acknowledgement testimonial

Recommended Resources to Help You.

How can your sales teams have CxO conversations and win deals faster

How can your sales teams have CXO conversations to nail the customer success process and win deals faster?

How can your sales teams have CXO conversations to nail the customer success process and win deals faster?

Imagine you are a CEO or CFO of a business getting a call from an unknown number. The number belongs to a sales rep who seems to be a bit vague about his offering and gives you very tentative answers. They focus more on selling their products and services rather than on your business growth.
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Negotiations in Digital Sales


Good negotiation skills are not a substitute for poor selling skills.

Negotiation is often associated with price negotiation, while missing out on the more important components of negotiating for value and negotiating for access. If these two negotiations do not happen, it does not matter how good the price negotiations go, since your relationship will be commoditized. You will always be looked upon as a vendor as opposed to being a partner or an advisor.


Our Approach


How do we engage?

Typical client engagements start with their articulation of poor price realization in strategic deals. Clients see an increased usage of discounting, most often towards the end of the quarter, as a leading indicator of field incapacity to create and claim business value.

Our workshops keep active opportunities and negotiations at the center and then develop an approach to create business value in customer terms. This value is then leveraged to gain access to multiple stakeholders, so that a consensus on value is developed and the opportunity is morphed into an organizational business priority. The duopoly of value and access negate the need to negotiate for price. The ideal sales teams are those that make procurement a tick box exercise.

Knowledge without field application is sales hallucination. The ability to negotiate well, and throughout the sales cycle, is a fundamental skill that requires reiteration and reinforcement. We work through sales managers so that they can coach their teams on and off the field in their ability to apply the principles, practices, and disciplines of good negotiation.

Customer Results - Case Study

Building negotiation acumen for better value, access, and price

Customer engagement scenario

Recommended Resources to Ace Negotiations.

4 Methods to Boost your Sales and How to Avoid falling into the discount trap

4 Methods to Boost your Sales and How to Avoid falling into the discount trap in B2B Enterprise Sales

4 Methods to Boost your Sales and How to Avoid falling into the discount trap in B2B Enterprise Sales

In sales, every day presents new scenarios and great learning opportunities. One of the most common objections one hears from customers is, “Can you give me a better price aka discount”?
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Explore our other engagement solutions

Channel Sales

Better Digital Sales Managers

Better Digital Sales Teams