In B2B sales, few phrases are as discouraging as “We already have a supplier” or “We bank with someone else.” It often feels like a closed door. But it shouldn’t. In fact, these statements can be the start of a different kind of conversation—one that seeks a soft entry point, builds trust from the inside
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Are you in FMCG sales? Well, this is for you. FMCG Sales is about consistency. The supermarket doesn’t care about your brand of product. What it does care about is that customers always find it on the shelf when they come shopping. It is this consistency that earns your product space in the store—and your
Sales are lost long before the customer walks away. Downtime, stockouts, and poor communication aren’t just operational issues; they are sales problems. While businesses work to address these sales problems, here’s what a salesperson in a small or growing business can do in the meantime to safeguard every sale. Downtime is not an IT problem
#biggestprobleminsales, #challengesfacedinsalesandmarketing, #lostsales, #salesproblemsolvingexamples, #whatisasalesproblem
Your customer is also your prospect. Yes, you read that right. A customer can become a prospect. A prospect is a potential customer, and a customer is a potential prospect. Confused? Stay with me—we’ll unpack this in three points. The difference between customers and prospects But first, customers and prospects are, technically speaking, different; but,
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
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