Archive for Category: Managing Sales Process

Cultivate hunger to boost sales

Of hunger the Good Book says, “A labourer’s appetite works for him, his hunger drives him on.” Most sellers stop at appetite. But it’s hunger that boosts sales “What do you think of this?” I was asked.. This, was the buzz of activity outside the National Transport and Safety Authority (NTSA) offices in Upper hill.

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Exploit sales pipeline management system

Sales pipeline management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Sales pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, all the way to its completion

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Sales lessons from online sellers in time of COVID-19

Lessons from online sellers in time of COVID-19. Respect the importance of prospecting. The activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop right at the entrance of the building that housed them, and the other’s shop was at

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Drop your pride, sell to the ‘irrelevant’ too

It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell there too. Let not your mingling with executive power cloud your judgment. Simply because the bosses

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What Nairobi Women’s Hospital scandal teaches us about selling

“Nairobi Women’s Hospital scandal is reminiscent of Wells Fargo. Because all the greedy bank wanted was accounts, the salespeople went into survival mode, forging customer signatures.” To begin with, what does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business like

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Invite more and inform less for an effective close

To invite successfully, calls for patience and a genuine desire to help. It is even more acute when it’s a business to business sale Inviting sells more than informing does. Inviting builds bridges; informing doesn’t. Inviting explores, informing limits. When a customer says, “Yes” to, “Have you heard about our revolutionary four way transformer?”, informing

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