Lessons in selling from Valentine’s Day

A rose may even be bought for two hundred shillings by the husband who, coming from the ‘Men’s conference’ late tomorrow evening, is gripped by panic when he remembers The Day on his way home… Tomorrow is Valentine’s Day. Men, you are duly warned. On Valentine’s Day the colour red means the exact opposite of…

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Navigating the decision making maze of a business

This dilemma replicates itself in business-to-business (B2B) selling.  The assumption, for instance, that a nod from the Managing Director will automatically open all doors to the purchase of your solar panels, is a fallacy. ‘Do you want to speak to the man of the house, or the woman in charge?’ So I once read on…

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Keep an eye on the entire business for successful B2B selling

For instance, it is easy to miss the M-PESA paybill number at a Java restaurant. Oh, it’s there; on the table and the counter. But we are accustomed to looking for the colour green To remain successful as a business-to-business (B2B) seller, always keep your eye on the 7Ps. Popularized as the marketing mix, the…

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