Abuja, The Resource Curse

I landed at the international airport in the Nigeria’s capital Abuja – a planned city (Like Canberra or Brasilia) built in the ‘70s out of nothing – in thick haze of desert dust and a blinding sun. It is hotter than Accra, closing in on 100 degrees, ... [Continue Reading]

A Bicycle, Dust From the Sahara

I wanted to find an alternative to walking and Ubering around town; the former is slow and the latter seems like overkill for super short trips.  So I opted to buy a bicycle in the used bicycle market off the "Circle" - an interchange on the edge of ... [Continue Reading]

Cape Coast, A Short Slaving Primer

The intricate weaving and bobbing of traffic along crowded, overused roads of mixed quality seems nearly universal in emerging markets.  As does the collection of detritus, shacks, businesses, folks doing stuff; a road is an artery of life  The ... [Continue Reading]

Landed in Ghana

When you travel to spots a good portion of the way around the globe, the jangly, sleep deprived thinness starts in your first layover, usually 9 - 12 hours out, depending which way you are heading.  On this trip to Ghana, it hit me in Amsterdam where ... [Continue Reading]

Checklists

I like to use a Google sheet to track items at recurring meeting - e.g. a weekly sales meeting. As you cover each item, you note what you've done. You can rank items and sort them each week, and add a new column for each new week so that you never ... [Continue Reading]

Cold Calling is Dead. Long Live Cold Calling

Sales has changed a lot, because of the Internet, CRMs and social media. But cold calling hasn't gone away. How you do it has changed and you need to train your sales team to cold call effectively. ... [Continue Reading]

Chasing the Viral Event

Nothing quite like when some content you've posted goes viral. Exciting! And a distraction. Chasing the viral event will waste a lot of cycles and distract you from your core marketing effort, which should be to slowly, steadily building a following. ... [Continue Reading]

Make A Trial Part of Your Sales Process

Offering a trial can be an effective part of your sales process, enabling you to qualify and educate the prospect. And, it can reduce resistance to trying something new. Be sure to: define its scope and goals; put it on a clear timeline; and charge ... [Continue Reading]

Social Selling Has its Limits

Social selling is tempting for an early stage company but is of limited effectiveness. It is tempting, and enjoyable, to spend a lot of cycles promoting your company via social media: in the end, you will not make sales this way. ... [Continue Reading]

Sizing Your Market

You should be able to size your market credibly, using trade data and government sources (e.g. the Census Bureau, the Bureau of Labor Statistics), breaking it out into the Total Addressible Market, Serviceable Market and your target market share. ... [Continue Reading]