by Dave Kahle | Apr 6, 2021 | Leadership-Sales Force
Q. Any advice for a salesperson in this economy? It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy? A. Great question. I’m sure this change in the economy and...
by Dave Kahle | Mar 9, 2021 | Leadership-Sales Force
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance. One of the most common of...
by Dave Kahle | Feb 9, 2021 | Leadership-Sales Force
Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question: “If you could improve a salesperson in just one thing that would bring the quickest and biggest change, what would it be?” My answer: Time & territory management....
by Dave Kahle | Feb 2, 2021 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
We’re faced with many of our customers being very slow about paying their bills. What would you suggest? Should salespeople help with the collections? This is one of those times where the saying, “The squeaky wheel gets the grease” is very appropriate. Have...
by Dave Kahle | Jan 5, 2021 | Leadership-Sales Force, Leadership-Sales Management
If you haven’t read the first part of this series, I’d suggest you do so first, to gain a perspective on my comments below. If you are a business owner, executive, or manager, you may want to read the second of this series, which is written specifically for you. ...
