by Dave Kahle | Jan 25, 2022 | B2B Sales, Sell Better
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 | B2B Sales
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 | B2B Sales, Sell Better
“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 | B2B Sales, Sell Better
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 Scott David | Oct 20, 2021 | B2B Sales, Sell Better
[COURSE] Sales Time Management – www.thesalesresourcecenter.com/salestimemanagementcourse [BOOK] 11 Secrets of Time Management for Sales People – www.davekahle.com/11-secrets-time-management [BOOK] Question Your Way to Sales Success –...
by Dave Kahle | Aug 23, 2021 | B2B Sales, Distributor Sales, Sell Better
Q. Every one of my customers is buying less this year than last year. My sales are down. What can I do? A. You really have a choice here. The first, which, unfortunately, is the solution that most companies and salespeople currently choose is this: Do nothing...
