Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Supercharge Your Sales Team: Sales Enablement Strategies

Transcript

Supercharge Your Sales Team: Sales Enablement Strategies · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello ladies and gentlemen, boys and girls.
• 0:04
  Sorry you didn't hear from me yesterday because today, sorry,
• 0:06
  not today. Yesterday turned out to be a
• 0:08
  very busy day. That was because I had some
• 0:10
  client commitments that I had to get to and I spent the first
• 0:15
  half of the day trying to record a pilot for a for a radio show.
• 0:22
  A pilot, for those of you who are not aware, is the little
• 0:27
  more or less say little tester or little thing that you have to
• 0:31
  record to present to the management team of ATV station
• 0:35
  or the radio station to show that the television idea or that
• 0:40
  the radio idea. The idea that you have for the
• 0:42
  show. Just so that people can get a
• 0:44
  visual representation of what it is.
• 0:46
  Or an audio representation in this case, since it's a radio
• 0:49
  show that I was making the pilot for.
• 0:51
  So that people can see what it is and get a sense of whether it
• 0:54
  can work before they OK the project and give it the green
• 0:58
  light. So if that works out, then that
• 1:01
  means I should be coming to a radio station near some of you
• 1:04
  soon. Now, since we've only gone past
• 1:07
  the pilot stage, I'm not going to make mention of the radio
• 1:10
  station, but just I'm sure you guys can figure out that it's
• 1:15
  it's going to be a business show.
• 1:17
  And of course we're going to be talking about how to improve
• 1:19
  your business from a sales and business development
• 1:21
  perspective. So if everything works out, your
• 1:24
  boys should be on the radio pretty soon.
• 1:27
  And. And yeah, so that's it.
• 1:29
  So that's what I was doing. And recording the pilot was
• 1:32
  quite interesting, you know, because I've been podcasting for
• 1:39
  gosh, OK. I can't remember when I started
• 1:41
  anyway, but I know it was just before 2020.
• 1:44
  So should I say 2019, 2019-2020, Definitely before COVID.
• 1:50
  And we've gotten over 910 episodes over here, but I've
• 1:54
  gotten used to, you know, just freestyling, keeping it
• 1:57
  Freewheelie, you know how it is now.
• 2:00
  And then of course, you know, during live sessions, you know,
• 2:02
  during training sessions and then during live coaching
• 2:07
  sessions and things like that. You know, I'm in command of my
• 2:09
  time and things of that nature. So it was interesting having to
• 2:13
  work with a new time format, you know, having to make scheduled
• 2:17
  stops so that you can slot in a an advertisement, you know,
• 2:22
  things like that. So it was an interesting
• 2:25
  experience. The timing, yeah, the timing was
• 2:27
  definitely off. I had to take lots of routine
• 2:30
  breaks so that we could slot adverts there because I think in
• 2:32
  a 30 minute period there's supposed to be two adverts and
• 2:39
  two adverts and then space for intro and space for outro.
• 2:42
  So it's it's going to be quite an experience.
• 2:45
  So I'll let you guys know when I'm on the air.
• 2:47
  But it was real fun. Part of the not related to
• 2:51
  business anyway, but part of the thing that I enjoyed about the
• 2:53
  whole process was I had to work with two really young studio
• 2:56
  engineers and they were absolutely good at their job.
• 3:00
  And it turns out that, you know how over here on the podcast, I
• 3:05
  just show up and I record and then I leave.
• 3:08
  I just do it one take. But then one of the audio
• 3:11
  engineers forgot to record the second-half of the pilot.
• 3:15
  That's after we paused for a commercial break and then moving
• 3:19
  into question and answer audience calling.
• 3:22
  So yeah, so I had to do a second take.
• 3:27
  I was kind of odd because, you know, over here, I've been doing
• 3:30
  everything, all 900 episodes, over 910 episodes.
• 3:34
  I've done everything. 1 take. So yeah, that was weird having
• 3:37
  to, you know, like, oh, we're done and you mean you didn't
• 3:41
  capture that and then starting over again.
• 3:45
  So that was weird. Yeah.
• 3:46
  But then we also had to select music and then we're looking for
• 3:50
  music for the show. I don't do any musical intros or
• 3:53
  outros. So we had to sort that out.
• 3:55
  And the station is well, OK, well let's just say it's an NGO
• 4:02
  and. And it also has some ethical
• 4:04
  concerns. So we couldn't use music that
• 4:06
  had swear words or racy lyrics, you know, things like that.
• 4:11
  So basically Davido songs that have to do with money were
• 4:14
  pretty much out and I remembered money.
• 4:17
  Anything by Jay-Z and JDJD is Jermaine Dupri.
• 4:22
  I don't know if he's still in music, but was an all time
• 4:24
  producer. He produced Crisscross, he
• 4:27
  produced The Brat, he did some productions for Janet Jackson
• 4:31
  and a couple of other people like that.
• 4:32
  So JD is old, Well, relatively relatively old then, put it that
• 4:37
  way. So Jay-Z and JD money, anything.
• 4:40
  So we checked it out. The lyrics are OK.
• 4:42
  So when you guys hear the pilot, because I'll definitely put it
• 4:46
  here on the podcast, you're going to hear we want to hear JD
• 4:51
  and Jay-Z on the track. And then the other radio
• 4:55
  producer, what he came up with was from Wu Tang Clan.
• 5:00
  Cream as a cash rules everything around me, Wu Tang Clan.
• 5:04
  So yeah, that part of the conversation was real cool.
• 5:07
  Was nice to see that the the spirit of hip hop is still alive
• 5:11
  and well in excuse me in Niger. And and the reason why I think
• 5:17
  more people should listen to hip hop, particularly young men, is
• 5:19
  because all the cool stuff that we listen to nowadays, you know,
• 5:22
  it's not bad, but I'm a piano into Afro, pop, Afro, whatever.
• 5:28
  It's basically just, you know, let's get high, let's chill,
• 5:35
  let's show you, let's party, let's do bigs.
• 5:39
  And you know, that's OK. Partying, shy, you getting high,
• 5:42
  relaxing, feeling cool, flexing, all that is good.
• 5:46
  But I think you should also expose yourself to other kinds
• 5:48
  of musical influences. And so hip hop with his emphasis
• 5:51
  on not just partying and booze and babes, but also once in a
• 5:56
  while talking about money because, you know, Jay-Z, JD,
• 6:00
  you know, money and the thing. So we'll focus on money,
• 6:05
  entrepreneurship and sometimes social justice issues.
• 6:09
  It's just nice to broaden your musical palette.
• 6:11
  So it's nice to know that young cats nowadays are still
• 6:14
  listening to everything from Wu Tang Clan to old stuff of Jay-Z
• 6:19
  and JD. And so it's quite good.
• 6:21
  So if you're one of these young cats, you know, you're between,
• 6:26
  you know, 22 to 30 something, you know, broaden your palette.
• 6:29
  There's a whole lot more out there beyond, you know, I need a
• 6:34
  bone I show you and I'm a piano and you know, and all that
• 6:38
  stuff. Anyway, I've gone taking up too
• 6:42
  much time, 6 minutes just to say I might be on the radio soon.
• 6:45
  So today I want us to look at sales enablement strategies, you
• 6:49
  know, ideas around sales enablement.
• 6:51
  And I've said in the past that sales enablement is just things
• 6:54
  that you do that help you make your sales team sell better or
• 6:58
  help you sales sell better. And of course, sales enablement
• 7:02
  is necessary because if you have a sales team, then whatever it
• 7:06
  is you can do to make them sell better is going to be better off
• 7:09
  for you. And then if you're the one who
• 7:11
  is the main seller, then of course, whatever it is that you
• 7:14
  can do to make you sell better is going to be better off for
• 7:17
  you. So whether you're the main
• 7:19
  person selling in the business or you have four or five people
• 7:21
  that are selling for you, sales enablement definitely necessary.
• 7:25
  So let's just quickly look through a couple of practices or
• 7:28
  tips and tricks, all sales enablement things that we can
• 7:31
  use to boost our sales. Now, of course, before we start
• 7:35
  talking about sales enablement, we have to get into this thing
• 7:37
  of the buyer. We need to understand the buyer.
• 7:40
  And I keep saying it time and time again on the podcast, and
• 7:42
  I'm going to state it again because I run into people who
• 7:45
  don't think this is necessary. But The thing is, if we do not
• 7:48
  know who are supposed to be chasing, then how are we going
• 7:52
  to get better at doing the job? Sometimes a bunch of businesses
• 7:56
  that I start consulting for, the problem is obvious that you guys
• 8:00
  are trying to chase everybody. But The thing is there is no
• 8:03
  business, there is no whatever that is for everybody.
• 8:07
  I pointed out how even those people who sell water are not
• 8:10
  trying to sell to everybody. The pure water seller is not
• 8:13
  trying to sell to everybody. That's why she is not in the
• 8:16
  high brown neighbourhoods. That's the reason why she's at
• 8:18
  the motor park, because even though it's water and in theory
• 8:21
  everybody needs water, not everybody is our customer.
• 8:25
  Then the person who sells what's it called, you know, those big
• 8:31
  jog ones like Seaway and stuff like that, There's a reason why
• 8:35
  they're in the shopping mall, but they are not in Wuse Market
• 8:38
  or in the general market or in Oingo Market or whatever.
• 8:42
  There's a reason why they are not there because in theory
• 8:45
  everybody needs water but not everybody is a customer for
• 8:49
  Seaway and all those jugs of water that now sell for about
• 8:54
  1000 to 1003 a pop. So yes, it's water but not
• 9:00
  everybody is your customer. And then for these people that
• 9:05
  May May Rua in Abuja and in Lagos, May Rua, these are young
• 9:10
  men who go around pushing these small trucks that have gallons
• 9:13
  of water inside 2525 litre. You know, So like in my own part
• 9:18
  of Abuja, you don't see Mirua here because water flows fairly
• 9:22
  constant. And if they take water, the
• 9:25
  water board takes water. It's maybe like once every three
• 9:29
  months or, or or something. So Marua is not in this part of
• 9:33
  town. So even Marua, they're selling
• 9:35
  water but to everybody, but they're only patrolling certain
• 9:39
  kinds of neighbourhoods in Abuja or certain kinds of
• 9:41
  neighbourhoods in Lagos because even though water is for
• 9:44
  everybody, not everybody needs the Marua kind of water.
• 9:48
  So you can't say my stuff is for everybody, except if you're the
• 9:53
  Agusi seller in the market, you really can't say my stuff is for
• 9:58
  everybody. So you're better off trying to
• 9:59
  figure out who are we supposed to be chasing.
• 10:02
  We need to understand that first.
• 10:04
  This is the beginning of us beginning to sell well because
• 10:06
  if I know where the people are, like the pure water seller, for
• 10:09
  instance, the pure water seller, she already knows her market.
• 10:13
  That's the reason why she goes and she sits directly in front
• 10:15
  of the gate as the bosses come and drop some people.
• 10:18
  The person that has been thirsty all through in traffic will say
• 10:21
  how much? Give me two.
• 10:23
  Another person that has been shattering traffic all day can
• 10:26
  come and say is it cold? Give me one, you know.
• 10:29
  So she knows who her target audience is.
• 10:31
  Then she goes there. The same thing with merua.
• 10:34
  Merua knows who his audience is and then he goes there.
• 10:38
  So it's the same thing for us. If we know who are supposed to
• 10:41
  be chasing, we will go there, whether it's physically or
• 10:44
  whether it's online. So how to know The Who your main
• 10:50
  buyer is different ways, but I just talk about checking your
• 10:55
  trading history. There's all lots of exercises
• 10:57
  that you can check out online about developing a buyer persona
• 11:01
  and stuff like that. And by all means, yes, take
• 11:03
  advantage of those. But those things are usually
• 11:06
  very aspirational, you know, like who do you want to chase?
• 11:09
  Who do you want to chase? Who do you want to chase Now,
• 11:11
  Aspirational is good, no Ala do that, but then check your
• 11:15
  trading history because it will tell you who you've actually
• 11:17
  sold to. So check your WhatsApp, check
• 11:21
  your DMS, check the invoices that you've sent, what else?
• 11:25
  Check your emails, check all those things.
• 11:28
  You will now get a sense of who it is that you've been dealing
• 11:32
  with. Now when you look at your
• 11:33
  trading history, you're going to be able to get some
• 11:35
  commonalities. You'll now be able to see that.
• 11:36
  Oh, OK. I've been doing 80% of my
• 11:39
  business with women who are between the ages of social and
• 11:42
  soul and who live between Abuja and Nasawa or who live in Lagos,
• 11:47
  between Lagos and Ilori. So that gives you a sense of
• 11:52
  when you now want to start doing your advertising online or
• 11:56
  things like that. You now know all the things you
• 11:58
  need to slot into what are they called again, the targeting
• 12:04
  criteria or whatever it's called.
• 12:06
  You now know the targeting criteria to put in your Google
• 12:08
  and put in your Instagram because you have looked at your
• 12:11
  trading history. Now, in the old days before
• 12:14
  there was AI, doing this exercise was rough because you
• 12:17
  can't imagine writing out all these things and then trying to
• 12:20
  use your own eye to gauge like, OK, what's the commonality?
• 12:23
  But with AI now, it helps. All you have to do is just write
• 12:26
  out. You don't have to put the
• 12:27
  customer's name, but you know, number one, female, 25, living
• 12:32
  in Alausa, you know, blah, blah, blah.
• 12:35
  You just drop it, drop, drop like that.
• 12:37
  Then you copy and paste everything into GBT and then you
• 12:40
  put a small preamble saying that these are a list of the
• 12:43
  customers that I've dealt with in the last in the last 24
• 12:47
  months. Please go through it and give me
• 12:49
  commonalities on demographics and possible psychographics and
• 12:52
  then hit enter. And then 20 seconds later is
• 12:56
  going to give you something usable to say that OK, it looks
• 12:59
  like your ideal client is male or female within the age range
• 13:03
  of this and this, living in this part of town, interested in this
• 13:06
  and doing this and that kind of job.
• 13:08
  So take advantage of AI to make these things easy for you.
• 13:18
  Doesn't make a difference. Yes, definitely it does.
• 13:20
  Because there's one business that I've been working with and
• 13:22
  I've seen this thing in the field.
• 13:24
  I've worked with them and the business thought that their
• 13:27
  customer base was 5050 as in 50% men, 50% women.
• 13:31
  And so I have no, no Alan, no problem.
• 13:33
  But as well going forward, reviewing all these things and
• 13:35
  fed into charge GBT, it looked like their customer base
• 13:40
  actually was 80% almost 90% male.
• 13:44
  I suspected just coming in anyway, but for some reason the
• 13:48
  marketing people insisted no 50505050.
• 13:51
  It's not as if they changed their marketing anyway.
• 13:53
  But The thing is if the way you market 5050, the way you market
• 14:00
  the product trying to appeal to 50 percent, 50% women is not the
• 14:04
  same as if you know for a fact that it's 90% men who buy, you
• 14:09
  know so that should reflect your marketing.
• 14:11
  That's what I'm saying, even though they didn't change it,
• 14:12
  but in theory it should. So it helps if you know, you now
• 14:17
  know how you're going to change your marketing.
• 14:19
  What kind of colours do you use? What kind of words do you use
• 14:21
  and things like that. Then when doing sales
• 14:25
  enablement, it's nice to do things data-driven.
• 14:29
  The reason why I say data-driven is because no how, no how.
• 14:33
  We can't remove hunch or instincts when it comes to
• 14:36
  growing the business. But The thing is, your hunch is
• 14:43
  in your heart or it's in your head.
• 14:45
  So your business partner doesn't have access to your head or your
• 14:48
  heart. You know, only your wife does,
• 14:50
  only your husband does. And your sales team doesn't have
• 14:54
  access to your hunches. So you trying to make decisions
• 14:57
  based on your hunch, people are left in the dark.
• 15:01
  But then if you're gathering small, small information,
• 15:04
  putting it out into the open and you guys are deciding together,
• 15:07
  it's a different thing. Data just means information
• 15:10
  doesn't have to be anything fancy.
• 15:11
  So even if all you have is a record of who the sales people
• 15:14
  spoke to last week, what the sales team said when they went
• 15:18
  out, how many people bought, how many people did not buy?
• 15:22
  Even if it's just this small, small information you have like
• 15:25
  that, that is a very good basis for, for starting off your sales
• 15:31
  enablement conversations because it gives you a fair idea of who
• 15:35
  are the people listening to you, who are the people buying from
• 15:37
  you, What are the things we need to work on?
• 15:39
  Then you can start doing sales enablement based on that.
• 15:42
  Then let's see whether you have formal sales enablements for
• 15:47
  your business or not. You need you and your crew.
• 15:50
  You guys need to key into one thing that you know, continuous
• 15:54
  learning, continuous development.
• 15:56
  So you don't have to be a podcast junkie like me.
• 16:00
  Find your thing. Some people do blogs, some
• 16:04
  people do Facebook groups, there's stuff on YouTube, but
• 16:07
  you have to find something so that you'll be learning every
• 16:11
  single day. There are some professions that
• 16:13
  need continual. What's it called?
• 16:16
  Professional, professional continual education or something
• 16:19
  like that, I can't remember, but it's something that lawyers and
• 16:22
  doctors have to do. So I know about it because my
• 16:24
  first degree was in in law. So as a lawyer, you can say that
• 16:28
  you graduated in 1968 and because of that you haven't
• 16:31
  learned anything since then because things are changing.
• 16:35
  Their new laws, policy changes every day, things like that.
• 16:40
  So even for somebody who graduated in 1958, first class
• 16:44
  in law, once in a while you're still supposed to be doing some
• 16:47
  small, small things, attend MBA, attend conferences, learn some
• 16:51
  things, go and do one small postgraduate something here, you
• 16:54
  know, be learning. So it's the same thing with
• 16:56
  sales as well. We're also supposed to be
• 16:59
  learning on the job. You can't say that you've been
• 17:01
  selling for 20 years and then because of that you're done.
• 17:04
  You know, you need to know what's up because things are
• 17:06
  changing. AI is out.
• 17:08
  Does that affect the way we sell?
• 17:09
  Social media came in. Does that affect the way that we
• 17:11
  sell? Has culture changed?
• 17:13
  Are we supposed to be talking to women differently than how we
• 17:16
  used to talk to women 15 years before?
• 17:19
  Let's see what else. You know, these are the small,
• 17:21
  small issues that you run into on the job that you need to know
• 17:25
  what's up. OK.
• 17:27
  Like people say Gen. Z now is becoming the largest
• 17:30
  target, largest customer base because they're now getting old
• 17:35
  enough. They'll be getting jobs soon,
• 17:37
  you know, things like that. So these are the people that we
• 17:39
  need to take without paying attention to.
• 17:41
  So we need to know those things. Are we supposed to be selling to
• 17:44
  Gen. Z different from the way we used
• 17:46
  to sell to our generation or Pop C's generation?
• 17:50
  So continual learning, we need to be knowing what's up because
• 17:54
  things are changing. Then what else?
• 17:59
  OK, collaboration, sales and marketing.
• 18:01
  You guys need to be collaborating.
• 18:03
  You can't just leave your sales people to be doing their own
• 18:05
  thing. Marketing people to be doing
• 18:06
  their own thing. Routinely get everybody around
• 18:09
  the table marketing, what are your plans, sales, which part of
• 18:13
  the plan do you think makes sense?
• 18:14
  Marketing, if you achieve what it is that you want to achieve
• 18:17
  and 1,000,000 people see the post, how are we going to make
• 18:19
  sure out of those 1,000,000 at least some percentage will call
• 18:23
  the sales people or whatever. We need to sit down and start
• 18:25
  having these collaborations then.
• 18:31
  OK. So the whole point of sales
• 18:32
  enablement is part of it is going to involve streamlining
• 18:35
  our sales funnel. That's all the online stuff for
• 18:38
  those of you who do lots of things online and then training
• 18:41
  people on the sales script or the sales flow or the framework
• 18:44
  or the process or whatever it is you want to call it.
• 18:47
  So part of sales enablement is going to involve that.
• 18:50
  Then sales enablement also has implications for the kind of
• 18:57
  content that you put out there. So you guys have to be able to
• 19:00
  develop content that will engage people, that will get people
• 19:05
  engaged. I put it well, let's just say
• 19:10
  content marketing strategy. Let's just say content marketing
• 19:13
  is the content marketing strategy is your your strategy.
• 19:16
  What is the the scope that you guys are trying to work on that
• 19:20
  is going to use how you guys use video, how you're going to use
• 19:25
  text, how you're going to use audio, how you're going to use
• 19:27
  pictures to make potential customers engage more with your
• 19:32
  business. So that's just the scope.
• 19:33
  That's just the 411 on content marketing.
• 19:36
  So how are we going to take these things video, take
• 19:38
  picture, whatever it is and get people to engage.
• 19:42
  Then of course, as you're doing all that content marketing
• 19:45
  stuff, you have to measure and keep track of stuff, you know,
• 19:49
  KPIs as our as our quantitatively minded people
• 19:54
  like to say. So KPRS or OK R, IB OK R is
• 19:58
  objective key results or something?
• 20:01
  So, OK, Rs, KPI, same thing, pick whatever, whichever acronym
• 20:06
  that you prefer. But from the sales angle though,
• 20:09
  what we should be looking at are things like deal size, how much
• 20:13
  are people buying, sales cycle length, how long did it take for
• 20:16
  them to buy, win rate? If I spoke to 10 people, how
• 20:19
  many people buy bought? Was it 2 out of 10?
• 20:22
  Was it 8 out of 10? Let's see what else then
• 20:28
  repurchase, yes. So if I get in one customer, how
• 20:31
  often do they buy again? Do they buy every single month
• 20:35
  or do they buy twice a year or whatever?
• 20:38
  All the information that we have the better then OK, well, 20
• 20:45
  minutes. Problem is there's plenty to say
• 20:47
  when it comes to sales enablement, to be honest,
• 20:50
  there's, there's plenty. OK, well, let me just say one
• 20:53
  last thing. Mobile optimization, we need to
• 20:56
  make sure that sales materials, all the things that we're
• 20:57
  putting up, whether on the website or on the blog or the
• 21:00
  everywhere, we need to make sure that it is accessible on mobile
• 21:03
  devices and not just on laptops. And this is something that I
• 21:06
  still see happening live. This one is not theory.
• 21:11
  In fact, I saw it last week or maybe two weeks.
• 21:14
  Client was done with something, put it up.
• 21:16
  The marketing person that handled it was like, no,
• 21:19
  everything is good, everything is good, there's no problem.
• 21:21
  But me, I do all my work from my phone.
• 21:23
  So because me, I'm looking at it on the phone, I can see like,
• 21:25
  bro, there's problem, there's this white space here.
• 21:29
  I don't know what it is, but we need to resolve this thing.
• 21:32
  So anyway, we got it resolved. But I'm just saying that for you
• 21:35
  people who are making websites and handling all kinds of stuff,
• 21:39
  I know that you professionals, you IT people, you marketing
• 21:42
  people, you coding people. Yeah, I know it's most
• 21:45
  convenient to do your work from your laptop, especially if you
• 21:48
  have the, you know, best gear in the world.
• 21:50
  You know, you have your latest MacBook Pro, Something,
• 21:53
  something, something or your great, your new Samsung
• 21:56
  workstation, This, that, that, that, that.
• 21:58
  I know your fancy gear. But by the time you're done, one
• 22:01
  of you needs to send it to your phone and they open the thing
• 22:04
  and you'll be surprised that the thing looks beautiful on the
• 22:08
  computer, but when you open it on your phone, The thing is
• 22:11
  looking wonky and it's looking wonky.
• 22:13
  So mobile optimization guys, need to check that out.
• 22:16
  So sales, sorry, no sales optimization, sales enablement,
• 22:20
  very wide field, talking about all kinds of things.
• 22:23
  These are some of the strategies, tips, tricks that
• 22:28
  you're going to have to employ in your business once we start
• 22:30
  looking at the sales enablement. But the overriding concern or
• 22:37
  the overriding question behind sales enablement is how do we
• 22:40
  get people to sell better? And I'm sure that with all the
• 22:43
  things you've spoken about so far, you can see that all these
• 22:45
  things have implications for how individual sales people are
• 22:49
  going to sell better or how the business is going to sell better
• 22:52
  as a whole. So sales enablement really,
• 22:56
  really vast. Although typically when I have
• 22:58
  been talking about sales enablement on the podcast, I've
• 23:01
  usually limited myself to things like the phone and the CRM
• 23:05
  because this is one thing that cuts across for most of us, no
• 23:08
  matter what it is that we do. You know, our people need to
• 23:11
  have usable phones and our people need to have some sort of
• 23:18
  CRM. The CRM is just that tool that
• 23:20
  says this is who I'm talking to currently.
• 23:23
  This is who I need to talk to next.
• 23:25
  For the people that I'm talking to currently, these are the
• 23:27
  issues that we have outstanding. These are the meetings that I
• 23:31
  need to have. Who else?
• 23:34
  It's just keeping track of all the multiple relationships.
• 23:36
  This is who I'm talking to. This is what they're supposed to
• 23:39
  do for me. This is what I'm supposed to do
• 23:41
  for them. This is the next step to move
• 23:43
  the deal forward, and this is how soon we're going to collect
• 23:45
  our money. So you need some tool for that,
• 23:47
  whether it's Excel sheets, whether it's using calendar, the
• 23:53
  calendars and the notes and things like that on your phone
• 23:55
  or whether it's using project management software like Asana
• 24:00
  or OK, no, Asana is Asana project management.
• 24:05
  I'm not sure if Asana is project management.
• 24:06
  It's not something I've used. Well, I've used Evernote, I've
• 24:10
  used Trello. So you know, there are plenty.
• 24:13
  But all these project management software, So whether it is you
• 24:17
  use the phone or use that project management software or
• 24:20
  use the free stuff like Odo, or you use all the stuff that are
• 24:23
  now denominated in Naira like Zoho, by the way, you have to
• 24:28
  use something. So typically on the podcast, I
• 24:31
  pay attention to those ones because for those of us who go
• 24:34
  out and talk to people on the streets or who call people every
• 24:37
  day, you know, this is the easiest, the should I say the
• 24:43
  easiest, well, the most direct way that we can use to boost our
• 24:48
  sales productivity, to handle sales enablement.
• 24:51
  So let me just stop there, I'll keep you guys posted if I ever
• 24:55
  get on the radio airwaves. Hopefully if I get on the radio,
• 24:58
  it should be something that should be able to be syndicated.
• 25:01
  I'll see if it's possible to do that.
• 25:03
  Even though the radio station is an NGO, I'll see the open to
• 25:07
  syndication to see how we can be available in more more states of
• 25:12
  the federation beyond Abuja. So that's it.
• 25:14
  Thank you very much for your time and attention.
• 25:16
  As usual, connect with me on WhatsApp, phone number 08064
• 25:21
  662140 Country code is +234. Then connect with me on
• 25:27
  LinkedIn. My name is Tavishima Ayede.
• 25:29
  I'm the host of the show. You can confirm the spelling of
• 25:31
  my name, so you can search for the right Tavishima.
• 25:35
  You can confirm the spelling of my name using the link.
• 25:38
  While you're listening to this episode, my e-mail address is
• 25:41
  also there, so I'll catch you guys at the next episode.