The knee-jerk diversification plans from Kenya Power losses is a Hail Mary. Just as Posta’s idea to venture into PSV. To begin with, you know you don’t have a sales problem when you are a monopoly, selling an indispensable product and you still make losses. You also don’t have a sales problem when you go
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“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
Regulatory intervention is not the problem. As the ‘Red Book’ given by Facebook to all its employees ends by saying: “If we don’t create the thing that kills Facebook, someone else will.“ Leaning on regulatory intervention to boost sales exacerbates intellectual laziness and dampens the entrepreneurial spirit. Four Thursdays ago, we posited that Telkom taking
airtel nyweee, Facebook scandal Kenya Election, interoperability telkom, Marine insurance regulation Kenya
Processes can protect but impede. You are like the self-serving Kenyan politician who will never be motivated to discuss public problems like access to medical care because he is immune to them, courtesy of his five star international medical insurance cover. You, just like him, don’t know the customer pain point. Despite the pomp and
The tragedy of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective
Selling to scientists, Selling to the C-Suite, Simplifying the B2B sale
Buyer behaviour, Objections, Organizational Culture, Pitching/Presenting
CEO’s are not Sales Managers and vice versa. Company profits are not sales commissions. A business is not a sales team and fraud has no place in either. Welcome to the Wells Fargo (Bank) scandal. When you run a business the way you would a sales team, the results cannot be good. Throw ethics out
No buyer is concerned with your product or service (yes, you too have one you are selling). Your buyers (yes, you have those too) are only interested in what your service or product can do for THEM. How will it benefit THEM? So, embrace selling even if you are not a salesperson Embrace selling even
How to ask for a raise, how to show the benefit to the buyer, McKinsey & Company on culture change
Buyer behaviour, Features vs Benefits, Organizational Culture
Employees are not hugely motivated by their employer’s reasons for change. Leadership must therefore learn how to win the hearts and minds of their staff, i.e. sell to them How to sell change in an organization The greatest stumbling block to transforming an organization’s culture is this: first, it’s not seen as a sale which
Trapped between charity and commerce, charitable organizations strive to embrace a quasi-commercial outlook. Therefore, it is imperative for their salespeople to morph at a faster rate. When the dire credit crunch happened in the West a few years back, many charitable organizations were forced to interrogate how they do business. Before, donor money would flow,
Donor funding in Kenya, Donor funding in Third World, Effects of the Credit Crunch in NGO World, NGOs in Kenya
The typical pyramidal organizational structure does not favour the sales orientation many organizations say they want. So these organizations shoot themselves in the foot. We shall look at two scenarios, starting with the first today and the other next week. To begin with is the organization that chooses to have a specialized sales force. Everybody