by Dave Kahle | Jan 25, 2022 | Leadership-Sales Force
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Over the next few weeks, I’ll share my top five. Here’s number one, not necessarily...
by Dave Kahle | Jan 4, 2022 | Miscellaneous
Q: A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before. At the same...
by Dave Kahle | Dec 28, 2021 | Leadership-Sales Force
“How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?” That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of...
by Dave Kahle | Nov 15, 2021 | Leadership-Sales Force
These are incredibly difficult times for salespeople. Competition in almost every industry continues to intensify. At the same time, customers seem to expect more and more service and demand lower margins. Most markets are rapidly changing, and it’s hard to keep up...
by Dave Kahle | Nov 3, 2021 | Leadership-Sales Management
By now, every reasonably well-informed, thoughtful adult realizes that we are in unprecedented times – and that the future of America is in jeopardy. In case you’ve missed it, here’s a bullet list of some of the currents moving through our culture that are merging to...
