“What went wrong?” That’s the question I debrief my team with after every customer engagement. It’s how we review what happened in the previous meeting, with the intention of improving the next. This is what a small business owner...
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Your competitor isn’t always beating you because they have a better product. Often, they have a better sales offering. Sometimes they respond faster. Explain better. Follow up consistently. Make buying easier. Remove friction. Keep their promises. Or they do...
If you just accept what the customer says you aren’t adding value. Challenge the customer. Push back. Respectfully. Let’s unpack that. Challenge the customer: being agreeable isn’t the same as being useful “I want a drill.” “Sure, here.” “Jaza...
Most business leaders won’t admit this: their sales team isn’t really closing sales. They’re just starting arguments between departments—and losing “closed” sales in the process. And at the centre of it is a broken sales handoff process, where Sales...
To succeed, you learn to sell through leading, not lead through selling. The sales leader transition is not peaceful—it’s painful. It is also rewarding. Transitioning from salesperson to sales leader is not peaceful- it’s painful. Many salespeople struggle with...
“Re sales-back office stalemate, remember that back office is there to help, not hurt you—they are a customer just like the paying one.“ The sales-back office stalemate is a scene straight from a cockfight. Back office sees sales as...
Statistics are an amazing thing-they show you what you want them to. The year ahead promises to be exactly the type of year you believe it will be. The operative word here is believe and your sales attitude is...
In selling, practice doesn’t make perfect, it makes better. The sales ecosystem being imperfect is something to think about, not dwell upon Dear salesperson, constantly complaining that the system—process or product— is imperfect will only get you sounding like...
Risk-taking comes with the sales territory; it is inevitable if the seller is to grow The Pope was in town several years ago. The Catholic faithful brought Nairobi to a standstill. The last time a religious event experienced that...
Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis— a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about him or his...