by Dave Kahle | Feb 10, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Here’s a lesson that every salesperson needs to learn early in their career: Sales is not magic. Just the opposite; every selling situation has a very definable, step-by-step process which, when executed with expertise, almost inevitably leads to a sale. One way to...
by Dave Kahle | Feb 1, 2022 | Professional B2B Salespeople, Sales Force Issues
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 two, not necessarily...
by Dave Kahle | Jan 25, 2022 | Professional B2B Salespeople, Sales Force Issues
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 | Professional B2B Salespeople
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 | Professional B2B Salespeople, Sales Force Issues
“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 | Professional B2B Salespeople, Sales Force Issues
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...
