Should Kenyans buy the COVID-19 ‘sale’?

Influenza and pneumonia kill 16X more Kenyans than Corona. ‘Dehydrated’ slum areas, are choking with school-going children, face masks are being used as chin guards, and still… nothing. Fellow Kenyans, were we sold a bill of goods? This is the question we are asking. Were we conned about COVID-19? Or, are we Divinely protected as…

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Adapt your selling to this uncertainty

“If business unfolded In real life as it does on Microsoft Excel, then everyone would be in business.” Planning is a science. Implementation is an art. This was true ‘BC’ (Before Corona) and is truer in these times of uncertainty we are in. Unfortunately, most sellers interpret uncertainty to mean, “Why bother planning? It just…

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Selling dos and don’ts in this pandemic

Only three months ago, online learning was all the rage; now, parents aren’t sure whether they want to continue with it or wait for January Here are three selling activities sellers can salvage or activate sales in this pandemic. Spell it out Don’t assume buyers understand the problem with the purchase simply because, “Everyone knows…

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Exploit pipeline management system

Sales management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, all the way to its completion (a close)…

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Dial into your sellers’ emotions

“Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may be mentally settling into the acceptance stage of…

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