An IIT—IIM alumnus, Amit Agarwal is known for his original takes on Sales and Startups. He has coined the term Salespreneur®, created a sales strategy – Use Case Selling® and has professional selling experience in twenty-three countries across bootstrapped, Series A, B, C and D start-ups.

Amit aims to harness and evangelize four life skills: sales, mindfulness, nutritional diet and personal finance. He believes that incremental progress in harnessing these life skills helps us balance material accomplishments and spiritual growth. Amit’s two books, The Ultimate Sales Accelerator – the subject of today’s session – and Small Is Big, are steps in this journey.

• The Ultimate Sales Accelerator is about Use Case Selling— a powerful strategy that can help to close complex big ticket sales. This is the second updated edition of an earlier edition with ten chapters. This edition adds two more chapters based on the author’s interactions with readers of the first edition and subsequent learnings, especially in light of the post-pandemic selling environment.
• The book also deals with thirty-one B2B and B2C selling experiences, which amplify the concept of the single strategy propounded by the author.  Use case selling is illustrated through many examples. Key propositions include deep research to create exemplary content, and telling the prospect something about their business that they may not be aware of, such as how their competition is faring.
• Many of the principles are illustrated through real incidents narrated by users of the strategies or are gathered experiences of the author. Deeper research, for example is illustrated by an example where a prospect wished to address five use cases, and the sales executive replied that not only would he demonstrate those five, but also five more to the prospect.

Run time – 51:20 mins.