Episode Details

Selling to other businesses (B2B) in Nigeria isn't just about "knowing the boss." This podcast explains that winning a contract is a team game where many people have a say.

Here is a simpler breakdown of the key lessons:

1. Don't Just Target the "Big Boss"

Many salespeople make the mistake of only pitching to CEOs or high-level executives. In reality, Nigerian companies often use a committee to make decisions. Even if the boss likes you, other people in the office can still block the deal.

2. Every Employee Matters

Tavershima shares a tough lesson: he once lost a contract because he ignored a secretary.

 * Decision-makers aren't just people with fancy titles.

 * Operational and technical staff (the people actually doing the daily work) often have the power to say "this won't work for us," which can kill your sale.

3. Map the Organization

To succeed, you need to play "detective." Before you pitch, figure out who actually holds the power.

 * Who signs the checks?

 * Who uses the product?

 * Who advises the boss?

4. The "Holistic" Approach

While personal relationships are huge in the Nigerian business world, they aren't enough on their own. You need a strategy that satisfies three different perspectives:

 * Managerial: Does this help the company grow?

 * Technical: Does this actually work?

 * Financial: Is the price right?

The Bottom Line: Treat everyone in the building with respect and make sure your pitch covers the needs of the whole team, not just the person at the top.