Data Management and the Future of Marketing

Marketing is everything it takes to reach out to your prospective customers and make them aware of your brand in such a way that it resonates with their view of buying a product / service and turn them into clients. Whether this connect is created using the value system they have been brought up with or by finding a way to tap into their beliefs about the product or by bridging the emotional connect they have for the product.

Consider the classic case of Apple Inc. With the punch line “Think Different” there is little to wonder that every product launch of Apple has people queuing a day before the stores open to be the first to buy their products. Staunch clients relate to this vision and philosophy of Apple. It is as if they are able to identify themselves with the gadgets they have. It is an integral part … Read the rest

Marketing is everything it takes to reach out to your prospective customers and make them aware of your brand in such a way that it resonates with their view of buying a product / service and turn them into clients. Whether this connect is created using the value system they have been brought up with or by finding a way to tap into their beliefs about the product or by bridging the emotional connect they have for the product.

Consider the classic case of Apple Inc. With the punch line “Think Different” there is little to wonder that every product launch of Apple has people queuing a day before the stores open to be the first to buy their products. Staunch clients relate to this vision and philosophy of Apple. It is as if they are able to identify themselves with the gadgets they have. It is an integral part … Read the rest

5 Ways to Get Better at Handling Objections

I coach a lot of sales professionals, one on one, in individual sessions every week. Sales managers, business owners and also individual sales reps who are committed to moving into the top 20% or op 5% of their profession.

Prior to working with someone, I send out a “coaching intake” form that they fill out and return to me prior to our first session. This gives me insight into their particular sale, what they want to work on, what’s standing in their way, and what they hope to accomplish during our time together.

When working with individual sales reps, one of the most common requests I get is that they would like to get better at handling objections. I tell them all the same thing: “If you just do exactly as I’ll teach you to do, then in 60 days, you will know exactly how to handle objections, and you … Read the rest