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.

Image Courtesy of FreeDigitalPhotos.net

#IfIWere22 – Wouldn’t Change a Thing


Image

One thing I have noticed is that as you grow up, I mean as you age, life seems to pass by faster. I am not sure if that is, because of the number of pursuits you setup for your self and are so engaged in them that life just seems to fly by. It definitely was much slower when I was younger, perhaps because things were new to me to learn, experiment and enjoy my leisure. I also do not know how it will be when I get to my 60s. But, that’s for another day to talk about.

My 20s were a great time in life. When I was 22, I was in grad school working on getting my dual masters. Life was great as I was working and playing hard. I was like a sponge just soaking in whatever I came across, studying at a coveted university while living in a new city. It was time for exploration, in life, at school and trying to strike it out on your own.

It was in my 2nd year at grad school, when working on getting my MBA that I chose to go down the less trodden path. While my friends pursued studies diligently, I decided to explore new avenues at the same time while studying. I took up a direct sales job at an MNC that had just established in India and was expanding across the country introducing direct sales of consumer durables. The commission was handsome and I would be able to earn enough to be self-sufficient. But, I didn’t join for the money. I joined for the promise of a brighter future. It was a pyramid concept where you built a team, trained them and consistently generated enough sales for a certain period before you struck it out on your own. Then, you proliferated your network and made residual income on other locations you opened up. I must tell you, it was enticing enough to make me work full time when I had started, assuming it would be a good part time gig. I was always a good student and hence, my studies didn’t suffer.

I remember the very first day I went out by myself to make some sales. I picked up a heavy bag and went door to door for about 4 hours until noon. I must have knocked about 100 doors, not a single sale! I had experienced people who closed the door on your face, frustrated people who shooed you away and not so pleasant smirks from un-obliging customers. That was it! I was broken and returned to the office dragging my bag behind.

My trainer, whom I had shadowed the last three days came over and listened patiently to me, venting. I was angry, unhappy and just didn’t want to do this anymore. I thought I deserved better. My trainer explained the law of averages to me and said that in order to get 30 yes’s, you need to learn to go through 300 knocks and 270 no’s. He taught me how to take in each “No”, and make your pitch a little better with it, your demeanor a bit more pleasant and your resolve, stronger. After that he gave me two choices. He said that I could either walk away from all this and he would consider me history or I could go out there and work it one more time and put into action what he said. At the most, I would be a tired guy by the end of the day but the law of averages had to work.

I mulled over this for several moments, had a glass of water and stepped out to try, one last time. I went back to the area I was working. I was curious to try the law of averages and worked through that neighborhood for the next 4 hours. I kept knocking doors, became thick-skinned to all the negatives and just kept going. By the end of that day, I had sold 10 pieces! That changed my entire outlook toward struggle and achievement!

I went on to build my team, open my own location, start my own direct marketing company and open up about 12 locations in a year!

I wouldn’t change a thing about when I was 22! And my advice to you, seek your own adventure and blaze your own path to triumph. One piece of advice, never ever give up. It may come to you late, but it will!

#IfIWere22