Friday, November 23, 2012

PROGNOSTICATION (Learn from TenaliRama)

When the Commander-in-chief of Vijaynagar State got a son, he invited the king, Maharaja Krishnadevrai and his entourage for a gala feast. The King readily accepted the invitation and promised to come at the appointed time.

Next day along with Tenalirama and other courtiers, the king reached the Commander's house. When they saw the baby the king opined: 'A very sweet baby! May he become as vigilant and brave as his father is!' Seeing the baby Tenali said: 'The boy is really very fortunate. When he grows up he would definitely outshine his father in every sphere!'

Tenali's this prognostication made the king ask him: 'How can you say with such certainty now, Tenali? Tenali: 'Maharaj! The promising children appear so even in the cradle. One can always prognosticate looking at one's basic property!'

Although the remark made by Tenali was forgotten by the king, the jealous courtiers again tried to pollute the king's mind against Tenali. They told the king in private: 'your majesty! We very much doubt the prognostication made by Tenali when he saw the commander's son. His remark made out of an attempt to flatter the commander. He is becoming a sycophant and loosing his intelligence!' 'But how can you say,' the king asked, 'That Tenali made that remark out of flattery. He is a sharp man and can visualises future much better than any of you can hope to visualise. He has a very keen insight!' 'That is what we wish to test, Your Majesty! He can't predict anything merely by observation.' The courtiers insisted.

'But how you propose to conduct the test?' the king again asked. Although he had faith in Tenali's intelligence and foresight, yet he also wanted further confirmation of this fact. Moreover, he thought to have some enjoyable past-time!

Then a courtier suggested: 'I have thought of a devise. Kindly have two small gold pitchers made. One of them should be hollow and other solid. But outwardly they must appear identical!'

'Then', the king again asked. 'Then, Your Majesty! Get those two pitchers hanged at some distance from Tenali- then Tenali should be asked to identify the solid and the hollow pitchers merely by looking at it. He should not be allowed to touch them at all!'

'Well,' said the king visibly pleased: 'It is a nice way of testing him. But together with this test I'd also attach a condition and then I would see how smart he is!'

Next day the pitchers were made ready. The king had them hanged quite far and high!

Then the king summoned Tenali and asked: 'Tenali! Do you still maintain the assertion you made the other day that merely by observation a things basic property or a child's promising qualities can be prognosticated correctly?'

'Yes, My Lord', said Tenali.

The Maharaja then showed him the two identical pitchers hanging from quite a distance. Don't you see them, Tenali! These I've got specially made to test your intelligence,' 'yes, Your Honor! I see them', replied Tenali!

'One of the pitcher is solid and the other is hollow! Go and look at them and identify which is which', ordered the king and added: 'If you Identify then correctly then you'd get these gold pitchers as the award and should you fail, then you've to give equal amount of gold as used in making the pitchers! Agreed?'

'Agreed, sir,' said Tenalirama and went ahead to identify them.

Tenali reached near the pitcher and began to observe them minutely. He also heaved a long sigh to make the onlookers believe that he is facing a really ticklish problem. Tenali looked nervous apparently, and the jealous courtiers were greatly enjoying the discomfiture suffered by Tenaliram. Many of them were passing derogatory remarks at Tenali's intelligence. But undaunted by their disturbing remarks, Tenali continued to observe the pitchers and heave long sighs. After some time, Tenali declared: 'Maharaj! The pitcher on the right is the hollow one and on the left is solid!'

The king was delighted to find Tenali's observation unerring. But he still asked: 'Tenali, how could you identify?' 'It was not difficult, Your Majesty, explained Tenali, 'if you want you can get the veracity of my observation confirmed.'

'Yes Tenali! You have identified correctly. But, would you spell out how you could identify them?'

'when I watched them closely,' said Tenali, 'I concentrated on the chains the pitchers were hanging by whose support. Then I could know which was heavy and which was light. The chain from which the solid pitcher was hanging was taut owing to the weight, while the other chain was not as taut. Moreover, my exhalations couldn't make any effect on the solid one while the chain of the hollow one did vibrate a little by my sighs. And thus I could know I could easily identify them!'

'Oh---very well done, Tenali' exclaimed the king and gave the two gold pitchers to Tenali as the award. Then bowing in respect to the king, Tenali went out happily with two valuable and costly pitchers in his each hand. The jealous courtiers were drawing a long face at yet another victory of Tenalirama!

Wednesday, November 21, 2012

Great Rules for Easy Living

If you open it, close it.
If you turn it on, turn it off.
If you unlock it, lock it up.
If you break it, admit it.
If you can’t fix it, call in someone who can.
If you borrow it, return it.
If you value it, take care of it.
If you make a mess, clean it up.
If you move it, put it back.
If it belongs to someone else and you want to use, get permission.
If you don’t know how to operate it, leave it alone.
If it’s none of your business, don’t ask questions.
If it ain’t broke, don’t fix it.
If it will brighten someone’s day, say it.
If it will tarnish someone’s reputation, keep it to yourself.

Wednesday, November 7, 2012



Let's think about this question for a moment. Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you.

Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. Both are necessities to the success of a business. You cannot do without either process. By strategically combining both efforts you will experience a successful amount of business growth. However, by the same token if the efforts are unbalanced it can detour your growth.

Your marketing will consist of the measures you use to reach and persuade your prospects that you are the company for them. It's the message that prepares the prospect for the sales. It consists of advertising, public relations, brand marketing, viral marketing, and direct mail.

The sales process consists of interpersonal interaction. It is often done by a one-on-one meeting, cold calls, and networking. It's anything that engages you with the prospect or customer on a personal level rather than at a distance.

Your marketing efforts begin the process of the eight contacts that studies show it takes to move a prospect or potential client to the close of the sale. If marketing is done effectively you can begin to move that prospect from a cold to a warm lead. When the prospect hits the 'warm' level it's much easier for the sales professional to close the sale.

Do you see the cycle?

As you see in my explanation above it takes multiple contacts using both sales and marketing to move the prospect from one level to the next. That is why it is import that you develop a process that combines both sales and marketing. This will enable you to reach prospects at all three levels; cold, warm, and hot. It's all about balance.

Are you unsure of how to integrate your marketing and sales?

Try this. Take a few moments and divide your prospect lists and database into categories of cold, warm, and hot leads. Then sit down and identify a strategy on how to proceed with each individual group.

For example you could try the following methods of contact:
·         Cold Lead Strategy - Send out a direct mailing or offer them a special promotion
·         Warm Lead Strategy - Try a follow-up call, send out a sales letter, or schedule a special seminar or  
           training session to get all of your warm leads together.

Once you've moved your prospect to the 'warm' level it's time to proceed in closing the sale. This will be easier to do if you somehow engage the prospect. You can do this by conducting a one-on-one call, make a presentation, or present a proposal, estimate, or contract.

What if you are uncomfortable with the sales or marketing process?

An alternative that often proves successful is to partner with someone that possesses the talents that you feel you lack in. You can do this by creating a partnership, subcontracting, or hiring in that talent.

Remember the key to success in marketing and in sales is balance!


This is a common question, and a lot of people confuse these various terms. First of all, marketing encompasses a wide range of both analysis and tactics. For example, marketing involves doing customer analysis, including market segmentation, market perceptions, market sizing, but also competitive analysis and reactions, target segment selection, positioning, branding, advertising, sales, promotions, channel of distribution arrangement and management, product line decisions, sales force management, and more. You can see, marketing involves a number of activities.

Advertising, however, is a tactic in marketing. It involves a number of activities to be sure, but it really focuses on communicating a message to the market (which it partly shares with Public Relations).

Sales is also a tactic of marketing. This is typically what the sales force does. But it is marketing's job to focus the entire marketing effort (of which the sales force is one part) towards providing what customers want and gaining a sustainable strategic advantage.

Value Everything

Value your health. Take good care of yourself because many people pray just to be healthy like you. Health is wealth.

Value your life, don't lose it. Don't even think of suicide because many people wished they had enough time to accomplish their dreams. You still have a chance to do that so why give up?

Value your freedom because so many people are willing to spend all they have to buy their freedom. If you doubt this, go to the prisons.

Value your parents irrespective of their status, whether rich or poor. If you think I'm wrong then go to orphanages and see how the kids wish they had someone they could call mother or father, no matter how bad they are.

Value your friends because they are not easy to come by. Be a good friend too. Be left alone on an island for a year and see if you will not contemplate suicide.

Value the food you eat, no matter how cheap because so many people have enough money to buy it but can't eat it because of their health.

Value your job because so many jobless people out there envy your job and wish to have it.

Value what you have because you might not have a chance to get it again. They say a bird in hand is worth 10,000 in the bush.

Value the little things you are given because they have the tendency to attract bigger ones.

Value yourself, value people and value the things around you, no matter how little. That's the best way to live and enjoy life.