Sales Articles

ASK show must reclaim glory as Kenya’s premier exhibition

The ‘analog’ way of selling the Show (Fair?), must get ‘digital’. Mercifully, the current strategic plan addresses this concern. Therefore, it can only be hoped that the lost glory will be reclaimed by the Society and not a commercial entity. So I attended the ASK Show, sorry, Agricultural Society of Kenya Show, sorry, Nairobi International

Read More

Reasons why many salespeople are not growing in the profession

Globally, even with rapidly changing technology replacing many jobs, the one profession that is still growing is sales. Paradoxically, the sales person isn’t. Why do most sales people fail? Most salespeople fall on the wayside and many grow into inefficiency. This is the tragedy of the sales profession. A worrying number of experienced salespeople aren’t.

Read More

How to maximize returns from your exhibition stand

Sell experience at exhibition stands to capture the imagination and maximize returns Your grand stand at the exhibition is not meant for grand standing. Exhibition stands are an investment from which a return is expected. Tragically, many institutions short change themselves by assuming that the stand is an extension of their shop floor or branch

Read More

Gossiping about competitors will tarnish your credibility

Gossip sells. Possibly this is the reason why some sellers assume it’ll work for them. What they forget is that gossip sells in ‘hiding’ and where there is no ownership-not out in the open. Pitching to a buyer by rubbishing another is counterproductive. If we cut to the chase, it’s basic gossip. It manifests itself

Read More

When budgets run thin, think like a start-up business and grow your career

Defaulting into start-up mode when required to, is not something you do for the company, but for yourself. Businesses evolve. Sometimes they go through a rough patch and the angry CEO blatantly exposes the thorns and not the roses. “The industry is going through a difficult time. And, as you can see, if this downward

Read More

3 lessons in selling from matatu crew

3 lessons in selling from matatu!? You must think I’ve lost it, huh? What lessons can one possibly learn from the manic matatu crew?! Well, here’s three. 1: There is always a way Somehow, the matatu driver will always find a way forward. He will overlap, use the wrong lane to get on to another

Read More

To transform their organizations CEOs must sell

Employees are not hugely motivated by their employer’s reasons for change. Leadership must therefore learn how to win the hearts and minds of their staff, i.e. sell to them How to sell change in an organization The greatest stumbling block to transforming an organization’s culture is this: first, it’s not seen as a sale which

Read More

What Jadudi’s Sh6m fundraiser teaches about successful selling

Why did we buy Jadudi’s sale? For those coming in late, Emmanuel Jadudi is a 3rd year University student who appealed for funds to remove a recurring cancerous brain tumor. He sent his appeal via Instagram to (Saturday Nation) columnist Jackson Biko, who in turn, via his award winning blog, reached out to Kenyans who

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.