Understanding the 'People' mind

While we move forward in the Sales and Marketing journey, one key differentiation comes from the power of reading minds of people. with time you have to grow a very strong observation power, will need to have the ability to create complex decision trees and most importantly will have to be a good judge of people behavior.

I had a very interesting episode very recently, we were trying to negotiate with a very senior person and the call went very bad but somehow I had this feeling that this guy is in our favor and is just trying to create his weight. we kept an watch and within a week we got a call from that person and the deal was through.

No this is very challenging and it needs a lot of people interaction , a lot of reading ( books like can be of big help) and most importantly going through such real life situations.

Cheerio

Early Adopters - Beware

Well 'yes', however strange it sounds as a S&M team you need to really plan your Early Adopter/Free Trial phase of your product very well. Because this not done well can lead to a weak market positioning.

Couple of key pointers

1.) Encapsulate your free message with something more meaningful so that your brand doesn't get diluted; anything free is not good that's market for you

2.) Even in this phase be very comprehensive about your offering else you may run the risk of being perceived as a company which is looking for a customer just to test their Beta product

3.) The mantra is to 'engage', so once you have an early adopter just engage him with periodic discussion/training etc. and make him feel that you are looking forward for him to become your customer

Cheerio
Mitul