Is AI coming for your job? That’s the question echoing through boardrooms, sales floors, and WhatsApp groups alike. But let’s be honest: AI isn’t your biggest threat. Your mediocrity is. When ChatGPT launched, a wave of panic swept through the workplace everywhere. Sales was no exception. Reps started whispering about automation. Managers scrambled to attend webinars
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Yes. That’s right. Your top sales person can leave you. In fact, he will if you fail to manage him as you should. Good sales people leave for different reasons and when it happens, it usually catches everyone off guard. Jaws drop. Managers shake their heads in disbelief—often masking blame as concern. “Poor Sheila. She
Are you busy following the sales manual or actually getting results? Following instructions will keep you busy—and keep the peace. It gives you cover when targets are missed: “But I followed the manual.” But that excuse won’t last long. Because in sales, it’s not the manual that moves the sale forward—it’s the hard sales conversations.
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Facts inform; emotion moves. You know this. So, why are you still leading with facts? Leading with “Our revolutionary fuel has additives,” is fact. All good to know. But not good enough to close. You may say that excitedly, and indeed, being ‘revolutionary’ you are personally moved to sell it, but that’s you. And you
Will your sale survive the close? Driven by immediate and often selfish gain, most salespeople do not see beyond the sale. The gain isn’t always monetary (like commissions or bonuses)—it can also be non-monetary, such as reduced pressure to hit targets or the simple relief of keeping their job. Seeing beyond the sale is the
Dear CEO, is your relationship with your sales team a healthy or unhealthy dependency? “I just don’t get it,” lamented a business owner and CEO. “I deliberately hired trained, ready-to-sell sales people. Further, I already have my sales operations in place and they follow it. To a point. The point where they are required to
Could the solution to turning around your sales fortunes be right beneath your nose? That all you have to do is learn from best practice already working around you? Well, yes — but with a caveat. Learning from best practices does not necessarily mean blindly copying what is being practiced and is working elsewhere. No.
Buyers trust confidence over competence, presence over price, and respect over resumes. It matters, therefore, how you show up. How do you show up- online and in person? Let’s see how these 5 signals make, or break, your sale. 1. The emoji that killed the deal “We’ll go with the other supplier,” the CEO said
Do you have two ride-hailing apps on your phone? (Likely Uber and Bolt.) Is your cell phone dual-SIM, with each slot housing a different mobile network? (Probably Safaricom and Airtel.) Have you ever MPESA-d 160 shillings in two instalments—100 and 60—just to avoid transaction charges? What does that say about you? What does it say
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