My Mobay — Hugh Logan
HUGH LOGAN Director of Sales, Caribbean Producers Jamaica
What are your earliest memories of Montego Bay?
Watching the fish from the pier at Doctor’s Cave Beach.
What’s the most memorable meal that you have enjoyed in Montego Bay?
The one I ate today; to be surpassed by the one I eat tomorrow.
What would you do if you were mayor of Montego Bay for a day?
I would sponsor a day of ‘Clean MoBay’.
What would be your recommendations to a first-time visitor to Montego Bay?
Venture out with a local who has earned your trust. You will enjoy.
In a world dominated by online shopping and order takers, has the salesperson become the last vestige of a bygone era?
A salesperson is a service provider, and the need for outstanding service is ever in demand. In this day and age the salesperson is more essential to a business’s success.
How can one facilitate an intersection between a polarised buying cycle and sales process?
This is a process best described as meeting customers’ needs by investing in their success.
The polarisation is nothing more than an environment that features more choices, and a demand for a quicker response time and accurate delivery of service. The fundamental principles of honest dealings and forthright commitment to customers’ interests provide the formula for building solid partnerships and allow for the achievement of business objectives.
What has social media revealed to you about consumers’ buying habits?
Social media has reconfirmed that consumers (that’s to say, human beings) rely on each other, discriminately, for a sense of value. We exchange that value in trade of varying kinds toward fulfilling the notion of self. Social media reveals our commonality and sets the stage larger than ever for the trading of value to take place. I imagine social media as a fitting room where consumers can try on countless ‘outfits’,’opportunities’, and ‘lifestyles’. Nonetheless, what prompts a consumer’s decision to purchase is still rooted in considerations of trust, confidence, utility, perceived value and self-awareness.
Does the general relationship between sales and marketing need to be further aligned as businesses pursue success in 2017?
I regard sales as a component of the marketing process as scoring a goal is a part of the game. To score the goal the team must execute a series of plays. Similarly, to achieve the sale, the various facets of marketing come together to achieve the aim. So, yes, greater alignment with marketing ensures success.
You’ve just walked into a social engagement, how do you read the room?
Before entering the room I have already determined the value that I am entering the room with. I leave the rest to my faith and courage to deliver that value to the people with whom I share the room. I am aware that my perception is but one among the many points of view that inhabit the room.
Rejection — how should it be handled?
Handle rejection with humility and courage; and get back up with confidence and strength.