Whereas the CEO runs a company, the Strategic Account Manager runs the account as a project. The strategic account manager that fails to remain strategic compromises the position and therefore, account. For instance. The CEO of say, a manufacturing entity, tells his company’s bank relationship manager (RM) that he needs a personal credit card. The
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Market development builds credibility and trust. You are not there just for the bouquets but for the barbs too. It pays to develop a market; the more in business to customer selling like a bank or insurance agent does. Market development is focusing your energies in one or two large markets as opposed to scattering
With all its unexpected objections, aborted meetings and painful rejections, selling can be very frustrating…but blaming your customers for your inability to sell is the beginning of your end. Today I wish to share and interpret some of my favourite quotes in a bid to spur your selling in 2018. “You are serving a customer,
When you (like NTSA) blame your customers for your inability to sell, you cross a line that is difficult to ‘uncross’. It’s not me, you say.It’s them. It was the loudest death knell for National Transport and Safety Authority (NTSA) in particular and the Ministry of Transport in general- the claim that Kenyans, not NTSA,
The financial landscape fundamentally shifted with M-Pesa. Suddenly, we had options and wanted more. Banks were no longer in the charge of the selling environment. You are not much different… You are not in charge of the selling environment. Still, this does not exempt you from being in charge of the sale. Confused? Let’s illustrate
Sellers want instant jabs for their regular professional malaise. So, inspire sellers with simple processes Salespeople hate complicated things. The field is complicated enough. They focus on only what they need to know to sell. When explaining remuneration for instance, don’t try to be clever about it. Simple specifics are what they wants to hear-
Don’t hold your breath for long, hoping to lean on “marketing took up my time” as a reason for explaining the shortfall in numbers. No one will buy it. Here are organizational aspects that may impede the sale. Titles Your title is meant to portray what your employer wants to project of himself through
There is no formula in selling. I was told this by an experienced salesperson who has sold in the financial sector for over a decade. Today he heads over 500 sales managers and sales people countrywide. In a way he was right and this is what I wish to explore today. Let’s consider the sales
Obviously, the B2B seller must be proactive and ready to work harder than his B2C counterpart in order to keep a pulse on and accelerate the sale. This is good news as it grows him immeasurably. There is reason why the Business-to-Business (B2B) sale is referred to as complex. Editorial space limits expounding on why,
A sales manager who cannot sell is not respected by his team. Sales management without respect is severely impaired. As has been shared here before, sales is not a desk job. The desk job lends itself to structure, systems, rules, policies and regulation in the corporate pyramid. It is thus comparatively simpler for one to
Front line sales management, how do I get a good sales manager, why is sales management so difficult