3 reasons why you should prospect

Prospecting frees you of the misleading notion that,“Watakuja tu”. (Fret not. They’ll come) Here are 3 reasons why you should prospect Let me state the obvious today. Because, again and again, as obvious as it is, it is disturbing how rarely it happens.  Sometimes, it makes me think that if breathing was not a reflex…

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Exploit sales pipeline management system

Sales pipeline management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Sales 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…

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Dial into your sellers’ emotions

Dial into your sellers’ emotion. Be in tune “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…

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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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Steps to managing difficult salespeople

As with managing difficult salespeople, when your mother did something that was your responsibility, you knew it wasn’t a favour. A thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to managing an errant (difficult) seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate…

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Qualities of effective sales management

Effective sales management requires the manager to have his nose in other people’s business. The effective sales manager has his nose in his sales team’s personal business. “Do not bring your personal problems to work” is an oft-quoted admonition that rings sour to successful sales management. And personal problems could range from the mild, “My…

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How do you stay hungry in sales?

How do I stay hungry in sales? Well, your performance is limited to the depth of your hunger pangs To begin with, what do these three sellers have in common? The hawker who runs after you in traffic to complete the sale (or, start one because you showed interest in his wares)? Or, is it,…

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How Your Title And The Organizational Structure May Impede The Sale

Don’t hold your breath for long, hoping to lean on “marketing took up my time” as a reason for explaining the shortfall in numbers. No one will buy it.     Here are organizational aspects that may impede the sale. Titles Your title is meant to portray what your employer wants to project of himself through…

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Selling Has No Formula-It Is An Art, Not A Science

Don’t be blinded to ignoring the sales cycle. In fact, when your sales are dwindling refer to it. There is no formula in selling. I was told this by an experienced salesperson who has sold in the financial sector for over a decade. Today he heads over 500 sales managers and sales people countrywide. In…

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