How We Transformed Our Sales Strategy

Welcome to this deep dive into how my team and I revolutionized our sales process, taking our monthly revenue to new heights surpassing 100 million for the first time last month! I’m Kenneth Ntende, and I’ve spent the last 14 years in the world of sales, wearing hats as a sales rep, a sales manager, and a business owner. Today, I’m excited to share with you the exact strategies that fueled our breakthrough, brought to you by my company, Trembi a powerful sales and marketing software designed to streamline your entire sales journey.

My Background: A Sales Journey Spanning Over a Decade

For those meeting me for the first time, here’s a quick introduction. I’ve been immersed in sales for 14 years, starting as a boots-on-the-ground sales rep chasing daily targets, then stepping up to manage teams as a sales manager, and eventually founding my own businesses. Since 2018, I’ve trained over 500 companies including big names like PesaPal, Globo chemicals and more helping their teams refine sales processes.

I’m also the founder of Trembi, a sales and marketing software company that keeps me connected with salespeople every day. This constant immersion in sales—morning, noon, and night has given me the expertise to guide you through what’s worked for us.

The Problem: Throwing Money at Ads Wasn’t Enough

Let’s rewind to last year. Like many business owners, I assumed that pouring more money into advertising would naturally lead to more sales. We raised $5,000 and committed $2,000 monthly to ads. I was also producing content like a machine four to five videos daily across my personal channels hoping the combination of ads, SEO, and content would skyrocket our results.

The reality? Yes, leads were coming in. But out of 100 leads, we’d close maybe three or four, and the amounts they paid weren’t reflecting our investment. We looked busy frantically busy but the revenue wasn’t matching our efforts. After six months of spending thousands and tweaking everything from video quality to content volume, we still hadn’t broken through. Something was wrong.

The Revelation: Sales-Driven vs. Marketing-Driven

Here’s where we had our epiphany. We’re a service-based business, not a product-based one like soda or clothing, where more ad spend can directly translate to sales. In our world think construction, accounting, or software success hinges on a *sales-driven* approach, not just marketing. Advertising gets you leads, but it’s the follow-ups, meetings, and relationship-building that close the deal. Doubling down on ads wasn’t the answer; we were focusing too much on marketing when we needed to refine our sales process.

Our second mistake? We were jumping straight from attracting leads to trying to close them. A lead would fill out a form, and we’d immediately call, pushing for the sale. Sure, we closed some deals three or four daily on good days, one on bad days but we weren’t building wealth. We were stuck.

Learning from the Giants

Frustrated, I turned to the big players Shopify, Salesforce, Zoho companies that started small like us but scaled to millions of dollars. What were they doing differently at our stage? I stopped trying to reinvent the wheel and decided to replicate their proven strategies.

Their process wasn’t a simple two-step “attract and close” like ours. It had layers:

1. Attraction: Getting leads through ads, content, AI, or outreach (similar to us).

2. Engagement/Nurturing: Building trust with leads before pitching.

3. Qualification: Identifying who’s ready to buy now versus later.

4. Closing: Sealing the deal with trust already established.

5. Retention: Keeping customers coming back and referring others.

We were great at attraction and decent at closing, but we were skipping nurturing, qualification, and retention—crucial steps that turned small deals into big ones.

Step 1: Attraction Bringing People In

Attraction is the first phase of any sales cycle. Without leads, there’s no one to sell to. We used seven methods to draw people in (I’ve got a detailed video on this drop me a message if you’d like the link). Here’s a quick rundown:

• Outbound Outreach: Our team of four calls 50 new people daily from 9-11 a.m. Even with rejection, we aim for five to show interest and three to convert monthly.

• Content Creation: Four to five daily videos on TikTok and YouTube, sharing solutions and collecting contact info.

• AI Tools: Automating lead discovery for specific industries like construction using the Trembi sales AI.

• Ads: Facebook, LinkedIn, radio—driving traffic with promotions.

• Referrals: Encouraging word-of-mouth (though it’s less controllable).

Our attraction game was strong AI pulled leads globally, and content kept them coming. The problem wasn’t getting leads; it was what happened next.

Step 2: Nurturing Building Trust

Here’s where we were failing. A lead would message us on TikTok or WhatsApp, and we’d go straight for the sale. But they didn’t know us yet! The big brands taught us to add a nurturing layer sharing helpful info to build trust before pitching.

For example, if a school owner contacts us about enrollment challenges, we don’t say, “Buy our software!” Instead:

- Day 1: “Thanks for reaching out! Here’s a video to pinpoint your sales issue.”

- Day 3: “Did you check the video? Here’s how other schools use our tool.”

-Day 4: "Over 50 other schools trust us in. Here is how we helped school X increase enrollment by 67%"

These small messages position us as experts, so by the time we call, they’re comfortable. Without nurturing, we’d close three out of 100 leads. With it, they’re willing to pay significantly more because they trust us.

Step 3: Qualification Timing Is Everything

Not every lead is ready to buy now. Some might need six months. Qualification helps us prioritize who to pursue today versus later. Our marketing automation tool tracks who’s engaging clicking links, watching videos, visiting our site so we know who’s “warm” and ready for a call.

Step 4: Closing Trust Pays Off

By the time we reach out, nurtured leads already know and trust us. The same person who’d offer a small amount now commits to a substantial deal because we’ve walked them through the journey. Our closing process didn’t change—same two-hour call window from 9-11 a.m.—but the results did.

Step 5: Retention Keeping Them Coming Back

We used to rely on luck for referrals. Now, we incentivize them with automated follow-ups—discounts, check-ins, promos. It’s proactive, not passive, and it works.

The Game-Changer: Marketing Automation

Manually nurturing hundreds of leads was impossible. So, we built Trembi’s marketing automation platform (free to start—only pay for SMS/WhatsApp costs). Here’s how it works:

Journeys:

We map out industry-specific messages (e.g., for schools, construction). Day 1: Intro. Day 3: Helpful tip. Day 7: Case study.

Automation:

The tool sends WhatsApps/emails on schedule, tracking engagement.

Scale: It handles thousands of leads simultaneously, freeing us to focus on closing.

For example, our AI found an architect named Imara, messaged him via WhatsApp, and scheduled a meeting—all with minimal input from me. We met on Old Kira Road and closed the deal. Automation put us in thousands of inboxes without lifting a finger.

The Results: Breaking the 100 Million Mark

Last month, we exceeded 100 million for the first time, and this month, we’re on track to surpass it again. Nothing else changed—no extra hours, no new staff—just trust-building through automation.

How We Can Help You

1. Full System Setup: We’ll build your sales process—leads, scripts, training—for a fee.

2. Trainings: Affordable sessions to level up your skills.

3. Trembi Software: Automates everything for a low cost. Tell it your target (e.g., doctors), and it finds, messages, and follows up for you.

Final Thoughts

Sales isn’t about closing harder it’s about trust. Get leads, nurture them with relevant info, and automate it for scale. If I brought a lead to your desk today, you’d close them. Add nurturing, and they’ll pay ten times more. Try sending 50 WhatsApps today—just check-ins—and watch what happens.

Questions? Drop me a WhatsApp or check the Q&A from this webinar (recorded and available on our YouTube channel). Thanks for reading let’s make more money together!