Nairobi, a city that swells to almost 6 million people during the day, is choking with traffic. Most solutions offered are quick fixes—the majority just as quickly withdrawn. The magic of Thika Superhighway didn’t last long, and The Expressway is known to get congested with traffic. As experts continue to debate long-term options, I’d like
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Sales jokes are not just for the humour, but the learning, too. So, courage brother; like a humourist, do not stumble over vexatious beings. If your targets have been ghosting you lately and so feel in perpetual ‘Njaanuary’ mode, here’s something to lighten your spirits — sales jokes from which we can learn the importance
Whereas the CEO runs a company, the Strategic Account Manager runs the account as a project. The strategic account manager that fails to remain strategic compromises the position and therefore, account. For instance. The CEO of say, a manufacturing entity, tells his company’s bank relationship manager (RM) that he needs a personal credit card. The
Keeping a consistently poor performer hurts the business financially and affects the team morale and therefore productivity. “How long should I keep a non-performing sales newbie?” The short answer to this question I get asked often is this: three months is too short, a year too long. If however his is an attitude problem, three
Sales people that buy into this, “Bado mapema” mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you don’t. The favourite ones include, “Bado mapema, boss” (It’s still too early in the year) and
Are you Kenyan enough? To be a ‘cool’ enough Kenyan, you must wait until the last possible minute, and then complain… A new year beckons, but not a new Kenyan I’ll bet. No. I won’t; I’ll guarantee it. So sure am I, that I’m writing this well before Christmas Day. After all, the peculiar Kenyan
December is not the time to say, “Is a meeting next week on Thursday at 10am a good time to meet, or is Friday same time better? I’d like to present our product?” If the latter is your lingo, you have 2019 to amend that. December not only closes the year but ‘hanging’ sales too.
In many ways the obsession with total marks and not how they were arrived at, is reminiscent of how buyer’s buy-selectively. “What did he get?” This question was asked by millions of Kenyans last week immediately after the results for the national examination (KCPE) were announced. The expected response to a child’s performance in the
In all three instances, the seller let down his guard. What about you? What mistake has cost you the sale Let’s talk today of mistakes that can cost us the sale. Years ago, as a novice insurance sales agent, I once landed a huge prospect. I was now in his office, this Chief Engineer of
Gatekeepers exercise the basest form of leadership-position authority. Gatekeepers are a challenge to overcome in selling. Not an excuse why you shouldn’t. I’m referring here to askaris (security guards), receptionists and such other personnel who have the capacity to deter you from meeting the buyer as you must go through them. So what to do?