“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 shared with me a while back. It applies to sales managers, and salespeople, seeking to improve
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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 all six—or, more likely, a combination of some of these. Sales is rarely just about what
#b2bsales, #competitoranalysis, #customerexperience, #salescoaching, #salesgrowth, #SalesLeadership, #salesoffering, #SalesStrategy, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
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 tank” “Sawa, nifungulie.” “I want a Money Market Fund.” “Sure, fill out these forms.” Yes, I
#b2bsales, #challengethecustomer, #customerinsights, #salescoaching, #salesgrowth, #SalesLeadership, #SalesStrategy, #salestips, #valueaddedselling
Awareness & Education: "The Problem", Sales Strategy & Process
Be prepared to present in 2 minutes what you had rehearsed over 20 hours to present in 20 minutes. Be prepared with an elastic presentation. This is the reality of presentations. Why your 20-minute slot never lasts 20 minutes Customers will tell you, you have a 20-minute slot and they mean it. But then life
#aligningpresentationgoalswithcustomeroutcomes, #customerengagement, #elasticpresentation, #pitchperfect, #presentationmastery, #presentationskills, #publicspeaking, #SalesStrategy, #salestips, #timemanagement, sales AI tools
Statistically, your greatest sales funnel leakage happens at initial point of contact the buyer makes with you or your business. Did you know that? And if you are a business owner, is this the case with you? Let”s find out. You may lose some sales at the bottom end of the sales funnel —at closing
#businessgrowth, #customerexperience, #customerjourney, #frictionfree, #leadgeneration, #leadleakage, #salesconversion, #salesfunnel, #salesmanagement, #salesprocess, #SalesStrategy
“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling to sell because we are expensive. We need to lower our price.” Maybe. But first, before
#agribusiness, #b2bsales, #customervalue, #negotiationskills, #pricingstrategy, #salesmindset, #SalesStrategy, #salestips, #valueselling
Kenyan politics right now offers a surprising number of sales lessons—not because politics and selling are the same, but because campaigns are essentially large-scale exercises in persuasion, trust-building, messaging, and mobilization. Whether you’re seeking votes or closing sales, the principles that move people remain remarkably consistent. Here’s what every sales person can learn from the
#businessgrowth, #customertrust, #entrepreneurkenya, #kenyanpolitics, #persuasion, #politicske, #saleskenya, #saleslessons, #SalesStrategy
So, I came across this interesting formula that seeks to decode why (how?) Spain won the World Cup 2026. The acronym used was creatively (conveniently?) S.P.A.I.N. — Strategic Passing, Precision in Possession, Attacking Intelligence, Inspiring Teamwork and Naturally Gifted Players. S.P.A.I.N. Clever huh? Now everyone knows how they could have been saved after the ship
#b2bsales #salesframework #worldcup2026 #sellingskills #salesleadership #pipelinemanagement, #footballandbusiness, #SalesStrategy, #saleswinningformula
Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his pain, he’ll never appreciate your cure. So, sell the pain first. Why most salespeople get the
#ConsultativeSelling, #diagnosticselling, #painfirstselling, #SalesStrategy, #salestraining, #sellthepain, #sequenceoversolution, #trustbasedselling
A “let me think it over” likely means you didn’t close the gap between their problem and your solution. Go back. “That’s ok. To help you do so, let’s review the main points we discussed.“ This simple action serves two purposes: It helps you retrace your steps and pick the ball where you inadvertently dropped
#b2bsales, #BusinessTips, #buyerhesitation, #closingsales, #closingtechniques, #ConsultativeSelling, #ObjectionHandling, #salesobjections, #salesprocess, #salespsychology, #salesrecovery, #SalesStrategy, #salestips, #sellingskills, #stalledsales