Kenya Power losses are not sales related

The knee-jerk diversification plans from Kenya Power losses is a Hail Mary. Just as Posta’s idea to venture into PSV. To begin with, you know you don’t have a sales problem when you are a monopoly, selling an indispensable product and you still make losses. You also don’t have a sales problem when you go…

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What Nairobi Women’s Hospital scandal teaches us about selling

“Nairobi Women’s Hospital scandal is reminiscent of Wells Fargo. Because all the greedy bank wanted was accounts, the salespeople went into survival mode, forging customer signatures.” To begin with, what does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business like…

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Why regulatory intervention doesn’t boost sales

Regulatory intervention is not the problem. As the ‘Red Book’ given by Facebook to all its employees ends by saying: “If we don’t create the thing that kills Facebook, someone else will.“ Leaning on regulatory intervention to boost sales exacerbates intellectual laziness and dampens the entrepreneurial spirit.  Four Thursdays ago, we posited that Telkom taking…

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How Company Processes Can Protect The Company But Impede The Sale

You are like the self-serving Kenyan politician who will never be motivated to discuss public problems like traffic congestion and access to medical care because he is immune to them, courtesy of his ten-guzzler, sirens- blaring, security-inundated motorcade and five star international medical insurance cover. You, just like him, don’t know the customer pain point……

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Adapt Your Presentation To Respective Business Buyer To Accelerate The Sale

The tragedy of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. Today, just as last week, we’ll…

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Selling Vs Business: What The Wells Fargo Scandal Teaches Us

CEO’s are not Sales Managers and vice versa. A business is not a sales team and fraud has no place in either. Company profits are not sales commissions.. When you run a business the way you would a sales team, the results cannot be good. Throw ethics out the window and wholeheartedly embrace corruption, and…

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Why You Should Embrace Selling Even If You Are Not a Salesperson

No buyer is concerned with your product or service. Buyers are only interested in what your service or product can do for THEM. How will it benefit THEM? Selling is not just a factor of goods or services exchanging with money. Selling is persuading one to cross over to your side; to accept your stance…

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To successfully transform their organizations, CEOs and executives must become salespeople

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

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How sellers in charitable organizations can quickly embrace a commercial outlook

Trapped between charity and commerce, charitable organizations strive to embrace a quasi-commercial outlook, it is imperative for their salespeople to morph at a faster rate. When the dire credit crunch happened in the West a few years back, many charitable organizations were forced to interrogate how they do business. Before, donor money would flow, and…

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Why organizations shoot themselves in the foot in their quest to have a sales culture

The typical pyramidal organizational structure does not favour the sales orientation many organizations say they want. We shall look at two scenarios, starting with the first today and the other next week. To begin with is the organization that chooses to have a specialized sales force. Everybody from the top of the pyramid down agrees…

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