by Dave Kahle | Aug 10, 2023 | Sales-B2B
Sales training for my first professional sales position consisted of memorizing two four-page, single-spaced presentations – word for word – and then presenting them to a group consisting of the other sales trainees as well as various executives. The presentations...
by Dave Kahle | Jun 8, 2023 | Miscellaneous
by Dave Kahle In the book, “Built to Last: Successful Habits of Visionary Companies” authors Jim Collins and Jerry Porras offered the notion of a BHAG – a Big Hairy Audacious Goal. It is a long-term goal (10 years or more) that challenges the company, by motivating...
by Dave Kahle | Jun 6, 2023 | Leadership-Management Principles & Practices, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Every now and then I encounter a salesperson who believes that it is to his advantage to have all the calls and requests from the customer go to him personally. Picture a salesperson with his arms wide open, trying to encircle and control every...
by Dave Kahle | Jun 6, 2023 | Leadership-Management Principles & Practices
by Dave Kahle Mediocre sales people are content to react to the requests of their customers, and focus on maintaining the relationships in order to solidify the business they enjoy. The best sales people understand that, while some of the above is necessary, they...
by Dave Kahle | May 4, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle There are several very common temptations that routinely present themselves to the field salesperson. One is to become too reactive. When you succumb to this temptation, you eventually default to a...
