Archive for Category: Managing Sales Process

Increase Your Sales By Involving Customers, Not Blaming Them Like NTSA

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,

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Dig deeper into customers’ need

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

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Inspire sellers with simple processes

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-

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How your title and the organizational structure may impede the sale

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

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Selling Has No Formula-It Is An Art, Not A Science

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

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Effective sales management begins with selling

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

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Secrets To A Winning Business-to-Business Pitch

To increase its chances of success, the entry level for the Business-to-Business (B2B) sale must be high….The beginning of a successful sale to a buyer who feels inferior, or has a pre-conceived bias against you, is triggered by the seller presenting himself as non-threatening. When you must have someone sell for you ‘internally’ (to his

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