If you’re in charge of a portfolio, I’ll be blunt—managing it is not enough. I know, I know. That’s probably what your job description says. “Relationship Manager,” “Network Manager,” “Portfolio Supervisor.” The verbs they use—manage, oversee, coordinate—sound safe. Passive. Respectable. But the real work? The real expectation? It’s not to babysit. It’s to grow what
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Hire for the right skills. If a salesperson is struggling with selling his product or service, it is highly unlikely they will succeed doing so a different one. Incompetence in selling is a transferable skill. I will use this common belief to flesh that out: “I like hiring insurance sales agents. I find them aggressive
#hiringasalespersonsmallbusiness, #howtohireasalespersonforastartup, #saleshiringprocess, #transferableskills
What type of sales manager are you? Are you a sales manager, sales manager (?) or sales person? Look at these three real life scenarios and find out. But first, the setting. You are a manager in a life insurance company on a three-day sales management retreat (conference, kick-off) somewhere out of town. The CEO
#importanceofsalesmanagement, #salesmanagementjob, #salesmanagementsystem, #whatsalesmanagementpeopledo
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
“I’m stuck on conversion from prospects into sales thus doing badly on my targets.” I was asked this question in a webinar I was hosted on and want to address it here today. Why you struggle to convert prospects into customers. Depending on the context, there are, of course, many reasons why you are struggling
How do you make your decisions in sales? Reactive or thoughtful? Impulsive or informed? Decision-making in sales can be the difference between success and frustration. This applies to business owners, sales managers and sales people alike. If you do not measure your sales efforts, you will tend to be reactive and impulsive. Assessing opportunity cost
To sell successfully, take care of demand, supply will follow. The most successful business owners and sales people don’t just push products—they create demand, and therefore, sales, in ways others never imagined. These 3 sales and business success stories showcase real-life examples how. From manufacturing demand before a product even existed to turning a cattle
#businesscasestudies, #businessintelligencesuccessstories, #creativesalestips, #demandandsupplyinsales, #howtosellanything, #marketinghacks, #salestricks
Optimize your prospecting efforts. Instead of looking for prospects, go to where they are. Today we look at sales prospecting made simple. This is especially important, if you are in B2C selling. For example, if you are selling lubricants for boda bodas then riders are your prospects (potential buyers). Now, you can choose to sell
#advantagesofprospecting, #importanceofprospectinginsales, #prospectinginbusiness, #salesprospectingtechniques, #sellingmadesimple
The most effective way to overcome rejection in sales is to increase your prospects. Continual prospecting dampens the sting of rejection. Rejection stings the most when you are running on empty because you are desperate. Prospecting dampens rejection. When you have only a prospect or two to engage with, and one or -worse- both, respond
You’re not your product’s customer. Quite likely, you’re not the target market for what you’re selling. Just because you cannot afford the 40,000 shs per tot brandy does not mean you cannot sell it. Conversely, “I cannot develop houses for sale on a twelfth of an acre (or mabati structures). I cannot live in such