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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Whose side are you on?


“Whose side are you on?”

A question often heard by each one of us, at home when interacting with the family, at work when interacting with colleagues or at social events when interacting with friends.

 Really, “whose side are you on?”

Each of us plays several roles in our daily life. You are a parent, a sibling, a child, a spouse or partner, a colleague, an employee or business partner, a friend, an adversary, a competitor and much more. It’s important that we don each of these different hats as needed. It’s truly amazing how many roles we go through each day. And you thought you weren’t a good actor? Well, rest assured; you are a true to life actor!

In each of these acts, your loyalties differ and hence, your priorities. At home, your family takes precedence and all you do is for the family’s benefit and comfort. Even within a family; over time, different members share a premier part of you, be it your parents, siblings, spouse or children. At work, your time and action is governed by objectives of your organization’s success. On the social front, it’s the relationships you cherish with friends that are at the forefront.

There are times when each of these roles steps on the toes of another and that is when the question arises, “Whose side are you on?” When work keeps you busy and tied down beyond normal limits, neither the family nor friends are amused. Similarly, when you tend to spend more time with friends, the family isn’t happy either. And, if it’s the family taking up all the time, work and friends suffer. It’s a delicate balance that has to be kept up in order to hold onto a sane life.

You are out at work to provide for your family and yourself. When at work, you are representing the interests of whom/what you work for and it’s important that you believe in the same with your heart and soul to be effective at it. Your profession establishes your identity in the world since that is the yardstick the world has chosen to measure people by; what they do. The friends and relations you maintain are a true reflection of your core as a person. There are relationships that are a result of your work and the end result of those is just that, to propagate your work. Do not mistake them for what I am referring to here. The friends I am referring to are the ones whose company you truly enjoy, where you can be yourself and live within your own skin with no expectations on either side. Such relationships are an integral part of maintaining a balance in life. Today, in the world of online social media, you could have hundreds and thousands of “friends”, yet there is a close-knit group that you enjoy spending time with. That group helps you energize to focus on playing the other roles in your life.

Are you spending more time at work consistently? What is triggering this? Are you unable to catch up with your work? Is it now time to re-prioritize? Are you spending too much time out with friends and neglecting family commitments? Are you so engrossed with things occupying family that your work and friends are taking a hit? These are signs to watch out for since it means the balance in your life is tilting somewhere. Such tilt is bound to happen and in more cases than not, its important to have that happen. After all, each of these areas of your life is extremely important. But, it also means it needs to be addressed to set the balance right.

Simply put, work while at work, play while at play and cherish your family all through. That is the mantra of a happy, blessed and successful life!