So, I was hosted on a podcast recently! I had the pleasure of sitting down with Moses Kemibaro on his Pure Digital Passion Podcast, and let me tell you—it was a conversation worth having! We unpacked my journey in sales, the digital transformation of the profession, the future of selling, and how AI is shaping the way we sell today.
Moses and I go way back—almost 30 years to our Rotaract Club days in Mombasa. Reconnecting after all these years made for an insightful discussion on what has changed (and what hasn’t) in the world of sales.
From life insurance to sales thought leadership
I started my career in life insurance sales, where I quickly realized that selling wasn’t just about closing deals—it was about empowering people. This passion led me through financial services, travel, and eventually into sales training and consultancy.
For eight years, I ran the ‘Sales Pitch’ column in Business Daily, sharing insights that resonated with sales professionals and business leaders. But when the pandemic hit, the traditional media landscape shifted, pushing me into digital platforms. That’s when I embraced content marketing, SEO, and digital engagement—transforming lendmeyourears.co.ke into more than just a website. It’s a sales tool.
Sales has evolved—and so must salespeople
One key takeaway from our conversation? Sales isn’t just about moving products anymore—it’s about moving people. Referencing Daniel Pink’s book To Sell is Human, I highlighted that today’s best salespeople are those who emotionally connect with their prospects—whether in person or online.
Today’s customer is well-informed (thank you, “Dr. Google”) and expects personalized, seamless experiences. If you’re still using the same old sales tactics from 10 years ago, you’re missing the mark. The Future of Selling demands a different approach—one that’s agile, customer-focused, and digitally savvy.
The role of digital, AI & content marketing in the future of selling
Adapting to digital wasn’t an option; it was a necessity. After my column ended, I dived into SEO, took Google’s Digital Skills for Africa course, and embraced digital marketing to stay ahead. Content marketing has become a game-changer, allowing businesses to build emotional connections long before a sale happens.
And AI? It’s a powerful tool—not to replace human selling, but to enhance it. From repurposing content to improving engagement, AI can help salespeople work smarter, not harder. In the Future of Selling, those who leverage technology while maintaining human connection will have the edge.
The power of emotional connections in selling
One of my favourite stories from the podcast was about a hawker selling car wipers. Instead of simply pitching the product, he made me feel the problem by testing my worn-out wipers. That immediate sense of urgency? That’s what moving people looks like.
Companies like Uber, Safaricom, Amazon, Alibaba and your favourite local kibanda thrive because they focus on customer experience and emotional engagement. Sales today is about relationships, not transactions. The Future of Selling is not just about technology—it’s about how well you use it to connect with customers on a deeper level.
The future of selling: digital, but deeply human
Sales has changed forever. Digital platforms, AI, and content marketing are essential. But at the core of it all? Human connection. Understanding your customers, engaging them meaningfully, and solving their real problems will always be the foundation of great sales.
Want to hear more? Check out the full podcast episode—it’s packed with insights on how selling is evolving in the digital age.
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