Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve always sold and it’s always worked,” just won’t cut it. Analogue and digital are terms bandied
Read More
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This is a sales column, not a relationship one, so let me stick to the point. What
#b2bsales, #customerneeds, #emotionalselling, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess, #valentinesdayselling
“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 a necessary evil, and Sales sees back office in the same light. Yet the two must
#b2bsales, #internalcollaboration, #salesbackoffice, #salescoaching, #SalesLeadership, #SalesStrategy, #SalesSuccess, #salesteam, #workplaceculture
Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Use the 3Ps—Prospect, Patterns, and People—to jumpstart your sales and turn a slow month into a productive one. Perhaps the only active sales in January are back-to-school shopping, fare-paying passengers travelling back to the city, and the crooked traffic cop
#b2bsales, #internalcollaboration, #januaryblues, #prospecting, #salescoaching, #salesgrowth, #SalesPlanning, #SalesStrategy, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
Christmas is here. It’s not only the season to be jolly, it’s also the reason to be jolly. It’s the season for buyers to be jolly and the reason for sellers to be jolly. But what is the true meaning of Christmas today? For many, it’s become less about a spiritual celebration and more about
#christmasinkenya, #christmasmeaning, #christmassales, #holidayshopping, #kenyanspending, #retailtrends, #SalesStrategy, #seasonofgiving
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 much hype was the beatification (first time I ever heard that word) of Sr. Irene Stefani
#b2bsales, #calculatedrisks, #careergrowth, #professionaldevelopment, #risktaking, #SalesLeadership, #SalesStrategy, #SalesSuccess, #salestips
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 (the buyer) business. Well, breaking news: he doesn’t. Assuming so, kills the sales momentum. To keep
#b2bsales, #customervalue, #keepselling, #salescoaching, #salesgrowth, #SalesLeadership, #SalesStrategy, #SalesSuccess, #trustbasedselling
Information used to flow one way, from seller to buyer. Today, the buyer is flooded with data, opinions, and reviews—they often know more about your product than you do. Building relationships over chasing transactions is more relevant today than ever. A decade ago, the internet was just beginning to shift the balance of power. Now,
#b2bsales, #customerrelationships, #longtermgrowth, #relationselselling, #salescoaching, #salesmindset, #SalesStrategy, #trustbasedselling
Seeing as life gives us lemons in the name of incessant traffic, instead of complaining, why not break out the tequila and salt by constructively tapping into a powerful hawking sales strategy? Hawking must be the most effective sales distribution system we have in Kenya, if not Africa. Yet, the full potentialh of hawking as
#entrepreneurship, #hawking, #informalsector, #kenyabusiness, #personalselling, #salesinnovation, #SalesStrategy, #streetvending
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
#b2bsales, #competitoranalysis, #professionalism, #salescredibility, #salesethics, #SalesStrategy, #salestips, #winningdeals