Sales wisdom, career insights,
no fluff.
Written by Dr. Mohammed K. Yusuf , Oracle VP, entrepreneur, and founder of Imoye Academy.
The State of Tech Sales in Africa , 2026 Outlook
The continent's B2B sales landscape is maturing faster than most people realize. Here's what's changing, what's not, and where the opportunities are for sales professionals in 2026.
Read ArticleWhat I Learned Running Sales Teams on 4 Continents
Fifteen years. Four continents. Hundreds of sales reps. Here are the lessons that held true everywhere , and the ones that surprised me most.
April 7, 20265 Books Every Tech Sales Professional Should Read
Not a generic reading list. These are the five books that shaped how I sell, manage, and think about revenue , and what to actually take from each one.
April 3, 2026The Content Strategy That Gets Sales Professionals Hired
Posting on LinkedIn without a strategy is noise. Here's the exact content approach that builds visibility, credibility, and inbound opportunities , without going viral.
March 31, 2026How to Build Authority in a New Market
Entering a new market without credibility is the fastest way to lose deals before you even start. Here is the exact framework I used , and that I teach , to establish authority quickly and intentionally.
March 27, 2026Why Your Pitch Deck Is Losing You Investors
Most founders obsess over slide design when they should be obsessing over the conversation. A pitch deck is not a brochure , it is the opening move in a sales process. Here is what that means in practice.
March 24, 2026The Hidden Cost of a Bad Sales Hire
A bad sales hire costs more than a lost salary. It costs pipeline, culture, and time you cannot recover. Here is how to quantify the real damage , and how to hire differently.
March 20, 2026Why Most SME Sales Teams Plateau at 5 People
Going from 2 to 5 salespeople feels like growth. Going from 5 to 15 requires a fundamentally different operating model. Most SMEs never make that transition. Here is why , and how to fix it.
March 17, 2026Building a Sales Culture , Not Just Hiring Salespeople
You can hire ten salespeople and still have no sales culture. Culture is not headcount , it is a shared set of beliefs, behaviours, and standards that make a team greater than the sum of its parts.
March 13, 2026What Oracle Taught Me About Enterprise Sales in Africa
I spent over a decade at Oracle selling enterprise technology across Africa and four continents. The lessons I brought home to Lagos are not what most people expect.
March 10, 2026Your LinkedIn Profile Is a Sales Page , Treat It Like One
Most sales professionals use LinkedIn as a CV repository. The ones earning the most treat it as a live sales page , one that generates inbound conversations, credibility, and opportunities while they sleep.
March 6, 2026Personal Branding for Sales Professionals: The 30-Day Plan
Personal branding is not vanity. For a sales professional, it is a revenue strategy. Here is the exact 30-day plan I give to every Imoye Academy participant , structured, practical, and built for the Nigerian market.
March 3, 2026Revenue vs. Revenue Operations: The Difference Every Founder Must Understand
Revenue is what you close this quarter. Revenue Operations is what determines whether you can close reliably next quarter , and the quarter after that. Most Nigerian founders invest heavily in one and almost nothing in the other.
February 27, 2026Why Founder-Led Sales Has a Ceiling
Founder-led sales is the most powerful sales strategy a startup can deploy , and the first one it must eventually outgrow. The transition from founder selling to team selling is where most Nigerian tech companies stall. Here is why it happens and how to get through it.
February 24, 2026How to Build a Sales Cadence That Converts
A sales cadence is not a list of follow-up tasks. It is a structured sequence of touchpoints designed to move a prospect from first awareness to a booked conversation. Most reps confuse activity with strategy. This post fixes that.
February 20, 2026Consultative vs Transactional Sales: Why the Distinction Matters
Most sales reps think they sell consultatively. Most do not. Understanding the real difference , and why it determines your ceiling in tech sales , is one of the most important shifts a sales professional can make.
February 17, 2026The LinkedIn Message That Books Meetings
Most LinkedIn outreach is ignored because it follows the same predictable structure: fake compliment, product pitch, call to action. This post breaks down the anatomy of a message that actually gets a reply.
February 13, 2026Why SDRs Fail in Their First 90 Days
The first 90 days as a Sales Development Representative are where careers are made or quietly abandoned. The failure patterns are predictable , and almost entirely preventable with the right preparation.
February 10, 2026Objection Handling: The Framework That Actually Works
Most objection handling training teaches reps to deflect, minimise, or argue. None of those work. The framework that actually converts starts with something almost no one teaches: believing the objection is legitimate.
February 6, 2026How to Follow Up Without Being Annoying
There is a line between persistent follow-up and harassment. Most salespeople either give up too early or cross it. This post shows you how to stay on the right side of it , and how to make every follow-up feel like a gift rather than a demand.
February 3, 2026The Discovery Call Mistake That's Costing You Deals
The discovery call is the most important conversation in the entire sales process. It is also the one most consistently mishandled. One specific mistake accounts for the majority of lost deals , and it is not what most sales training focuses on.
January 30, 2026NEPQ vs SPIN: Which Sales Methodology Should You Use?
NEPQ and SPIN are two of the most widely discussed sales methodologies in professional training. Understanding how they differ , and when to use each , is more useful than committing to one as a universal framework.
January 27, 2026Should You Go for an SDR or AE Role First?
One of the most common questions I get from candidates entering tech sales is whether to start as an SDR or chase an AE role straight away. Here is the honest answer.
January 23, 2026The Three Metrics Every Sales Manager Will Judge You By
Sales managers do not just track your numbers , they track three specific metrics that determine whether you get promoted, reassigned, or managed out. Here is what they are and how to own them.
January 20, 2026How to Get Promoted in a Sales Role
Hitting quota is not enough. Promotion in a sales role is a deliberate act , one that requires you to operate at the level above your current one before anyone asks you to.
January 16, 2026The Salary Negotiation Script Nobody Teaches You
Salespeople are trained to negotiate with clients every day. Yet most accept the first salary offer without pushback. Here is the framework I use , and teach , for negotiating compensation.
January 13, 2026What Your CV Should Say If You Want a Tech Sales Job
Most tech sales CVs are a list of responsibilities. Hiring managers want a record of commercial outcomes. Here is exactly what to put on the page , and what to leave off.
January 9, 2026From Banking to Tech Sales: How to Make the Transition
Banking professionals are among the best candidates for tech sales roles , they just do not know it yet. Here is how to make the transition strategically, without starting from zero.
January 6, 2026Why Your Pipeline Is Always Dry (And How to Fix It)
A dry pipeline is not a luck problem. It is a system problem , and like all system problems, it has a diagnosable root cause and a repeatable fix.
January 2, 2026The Cold Email That Actually Gets Replies
Most cold emails fail because they are written for the sender, not the recipient. Here is the exact structure , and the psychology behind it , that earns replies in the African B2B market.
December 30, 2025Why Every IT Founder Needs a Branding Intervention (Before They Burn Out)
Most IT founders build great products and have no idea how to position them. The problem is not your product , it is how the market sees you.
July 21, 2025Why I Chose to Build an Inside Sales Team in Nigeria
The conventional wisdom says go where the money is. But there is an untapped opportunity building right here , and the window will not stay open forever.
July 7, 2025Micromanagement Doesn't Work on Gen Z , And That's a Good Thing
Gen Z does not respond to control , they respond to context, purpose, and autonomy. Managers who adapt will unlock something extraordinary.
June 23, 2025No, Africa Doesn't Need More Call Centers , It Needs Global Capability Centers
The call center model is a race to the bottom. Africa's talent deserves a better ceiling , and a better category.
June 16, 2025