If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m...
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It’s highly unlikely that the hotel will dismantle its reticulated (piped) gas system to install yours because you said so. In fact, even if it’s not reticulated but just LPG (gas) cylinders in, say, a school, they won’t exchange...
“Sell me this pen.” No. Ask me what I do with pens then sell me that. “I’m looking to buy a car. Which one is good?” This one. No. Ask, me why I want to buy a car, then...
Jimi Wanjigi is pitching a car to restless Kenyans still asking for a faster horse. His message isn’t about tinkering with the system; it’s about disrupting it. Could he and his Safina Party be to Kenya’s politics what Uber...
“How does this sound to the people who will use it daily?” should form part of your pitching ammunition. Users can undermine your sale. So, be careful how you pitch to them – especially lay staff. This isn’t so...
B2B negotiations are complex. The more if you’re selling high ticket items like software (say a core banking system) or industrial fuel. For this reason, business owners should arm their salespeople adequately. Across the 7Ps as we shared, yes,...