Sales, Marketing and Client Management – Influence of the Art and Science of it


Sales, Marketing and Client Management are key functions that, when done right, help with continued sustenance and healthy growth of an organization.

What makes someone a great sales person or passionate client management professional?

While having the aptitude to truly enjoy the responsibility of these functions is a given, the blend of having an upbeat attitude, charisma and innate traits that go with being convincing and having superior negotiation skills go a long way. Certain traits are a part of the personality and other skills can be attained or rather, fine-tuned through training.

Generally, future performance in sales and client management roles are judged based on past performance. Considered a predictable indicator, there is only so much reliability you can attribute to this.

Coming back to the art of sales, marketing and client management, prowess in these areas is based on aptitude, attitude, personality-based traits and learned skills.

When you consider using the art side of sales, marketing and client management, decisions are made and acted upon based on gut reactions, and end results rely much on personality traits and learned skills to help drive closure.

However, when we come to the science of it; that is where you see an impact of the industry and solution/ product knowledge, technical prowess, understanding of competitive landscape, market dynamics and more.

In today’s world, data plays such an important role in not just decision making, but facts based decision-making. Efforts are made to understand and simulate client needs, in many a case even before, the clients themselves know of their needs! That’s where the science of marketing comes into play to educate clients about their unforeseen needs and then, propose solutions to fulfill such needs.

The science of it all helps differentiate impactful marketing, trusty and inspired relationships with prospects and clients and helps further build on pure transparency of relationships as true partners engaging in solving the same problems, and not as two counter intuitive entities playing the roles of a buyer and seller, where the relationship is based on individual organizational interests and revenue plans than working together as partners to solve problems to the benefit of both.

In the latter scenario, there is true cross pollination of ideas and experimentation of new solutions as true partners.

In summary, an understanding of market dynamics, competitive landscape, true customer needs, product and solution specifics in relation to solving customer needs go a long way in closing deals and maintaining long term reference able clients as true partners that mutually thrive. This knowledge differentiates true sales, marketing and client management professionals as trusted partners from those that rely purely on the art of it. It also has a very profound impact on industry and organizational acceleration in their respective realms of pursuit and immensely influences their success.

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Spontaneity in innovation – Does unbridled exuberance lead to success?


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Spontaneity, that eureka! moment, when it seems that the whole universe is prodding you to succeed, is a key factor in innovation. However, it’s not that it comes to you right out of the blue. Behind it is years of research, struggle, experience, application, trial and error, call it whatever you want. Whether active or passive, much has gone into bringing on that one idea with which you shall change the world.

However, the debate has been whether innovation thrives in an unstructured environment where you let it come to you unannounced or in a more structured environment where you create the ambience for innovative work focused on revealing what the next big thing is. Perhaps in a step-by-step fashion and eventually, it will unfold and show returns.

Studies have shown that with more formal innovation structures and processes, there is higher satisfaction and better outcomes. However, there needs to be some chaos, the ability to imagine and dream, even within formal structures in order for the unconventional to reveal itself, break the mold and set a trend. It’s important to have a product management and development structure within organizations but, its more important to separate the people focused on current products and releases that follow schedules to meet current client needs from those whose role is to imagine, dream, try to test out new things without the pressure of supporting ongoing business needs. Ensuring there is an open line to receive client feedback on current products can help influence the direction of research to keep it close to the markets being served. However, there is a balance that needs to be drawn here to ensure that the influence is not so much that the team ends up serving client custom needs but is actually focused on creating better products with better outcomes, sometimes in a sense that may even create a new pivot.

High cross functional collaboration, greater risk tolerance appetite, research driven organizations with supportive eco systems tend to do better than those that are narrowly focused on bottom lines. The truth is that true innovation results in improved employee morale, spontaneity and better bottom lines naturally.

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Going on and on – The “not so” secret of success


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A prospective partner that I had been pursing said to me, the other day, “You have the patience of a saint. I am sorry it is taking so long to finalize the deal.”

I had been pursuing this for a while and after maneuvering through several obstacles, we were getting closer to finalizing an agreement. I sat back to reflect, “But, this is what I do. I don’t give up. I just continue till I find closure.”

You have a vision, a game plan, goals and milestones tracked to realize your vision. At a point in time, what you can control is the action you take to get closer to realizing your vision. Act in anticipation of finding success. You may or may not find it instantly or as expected. There are bound to be hindrances, obstacles that need to be surmounted on your journey. Make plans early on for deviations, strategize, effect changes and continue to execute to get closer to your goal.

You have to be continuously on the move. You cannot afford to stop, stare and take no action. You have to act to see results. And, you have to act differently to expect different results from the one you have come across. Have a keen eye on your end goal; however focus on the action at hand. You get closer to your goal, one step at a time. The current action is what you can control. Do your best in what you do now, and then, contemplate on the next step before you take it.

Keep moving, keep going on. Your end goal, has no option but to succumb to your advances.

It is not about being the best, having the most or getting there before everyone else. It is about not giving up, trying again and again, having the patience to reach a goal, fulfill a vision and having the tenacity to see it through.

Being calm and composed, patient, never giving up and always being ready to act will ensure the success you desire.

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What if you always received so much more than you expected?


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What if you always received so much more than you expected? Saw an ad on TV at the airport today for some hotel chain that said this.

What if you did? Well, I think it would be exciting for a while to be surprised, but soon that would turn into an expectation. That is where it generally stops but shouldn’t. With such expectation should come greater responsibility, to raise the bar on expectations, to think beyond what is normal at that point in time and to look forward to more surprises that build on the last one. Isn’t faster, better, cheaper what the world is driving toward every single moment.

Now, let’s review the other side of the coin; giving more than what is expected. What if you give more than is expected of you? Give more to your work, your colleagues, your partners, your clients, your family, your pets & yourself. What if you extend yourself a bit more, to give more of yourself, to surprise those expecting from you. Isn’t that possible? Of course, it is. You just need to make up your mind and put conscious effort initially, and before you know, it will become a habit; more so second nature due to the thrill you experience in surprising others, not to mention yourself. Now that the bar has risen, you cannot go back to your old self since that is no longer relevant in view of current expectations. The new “you” is the normal now. And as the new “you” is what those around you are accustomed to, time to raise the bar & share surprises all over. All this is very much possible and puts you on the path of constant improvement & growth, both on your professional and personal fronts. What’s in it for you? You come out stronger & more enriched, enriching the lives of those around you and when you look back at where you started, that will be a distant memory, right at the beginning of a sweet, successful & fulfilling life.

And what did you have to do to make this happen; a conscious decision to surprise those around you by exerting a little bit more than they would expect of you.

Think about it, will you?

Did you really say that? Hmm…that’s not what I heard!


Have you ever noticed that children demand 100% attention when they are communicating with you? Why children, try being a little inattentive with your spouse when in a conversation and see what happens!

Have you ever felt that you asked for one thing and received something different? What went wrong?  You thought you were clear in explaining what you wanted but how did it not get across to the other person? Did they not hear right or comprehend correctly? Or perhaps, were you not clear with communicating your expectations while you thought you were?

Communication & Comprehension are the crucial factors of discussion here. Mastering these ensures your professional & personal success. We live in a world of conflicting egos and hence, this becomes all the more important.

We, humans are a social animal and hence, social interaction is inevitable. Whether it’s in your personal, professional or social life, interaction is an integral part of relating with one another.

Communication is key, yet so little is done by us at improving our communication abilities and approaches. Communication is not just about knowing a language or understanding its application or mastering technical lingo before you start using it. Mastering a language in terms of how to write, read and speak doesn’t mean you have mastered the art of communication. Communication in itself has several subtleties that are to be recognized, practiced and honed upon in order to have total control on the interaction dynamics.

The real life application of communication is unique. In order to succeed at any relationship, you need to ensure you understand the other party a complete 100% and at the same time you ensure they understand you a 100% as well. Every little struggle, strife, altercation & collective frustration leading to something worse, is all a result of that 100% not being met.

Communication is a two-way street. Most of us let our ego drive us and make the mistake of trying to expend energy to get our point across. It’s not about you always talking. Have you tried to actually curb your urge to speak, control your emotions and listen to the other party? Even in a situation where you feel absolutely sure that you are right, it’s important to give space and the due respect to the other party in terms of lending them an ear. Mostly, in such a situation, just listening patiently & attentively might take the frustration and animosity out of the mix and you end up having a real conversation. Respect the other party. Listen, and then talk. Never let emotions get the better of you while you are communicating. Always ensure you validate what you have heard, especially when a reaction or deliverable is expected of you. When there are expectations of you, ensure you ask for instructions in written for validation of the communiqué.

Talking about emotions, communication is not just talking and listening. Body language & voice modulation, your tone & gestures; all are an integral part of a good communication mix. Although, you should never let emotions get the better of you while communicating, you need to relate the emotion through these intrinsic aspects of communication. They can be much more powerful than the literal aspects of the act of communication.

It is so important that you come across completely when you communicate, whether through the word of mouth or the word of your pen/keystrokes. Communication is all about clarity. A little distortion in understanding can mean a sea change in the after effects or actions as a result of that communication.

Whether you are communicating to your spouse, kids, family, clients, customers, peers, bosses, prospects or strangers; always ensure clarity of thought in your speech or written word. Relate the respect you impart by listening attentively and reacting carefully. Say what you mean and mean what you say and never leave anything unsaid unless you want your audience to read between the lines!