by Dave Kahle | Jun 8, 2021 | B2B Sales, Distributor Sales, Sell Better
As a veteran sales trainer, I’ve often wrestled with this question: Why is it that some salespeople do so much better, in the long run than others of equal skill and competency? I’ve identified a number of reasons for that. Probably the most powerful and pervasive...
by Kahle Wisdom | Dec 9, 2020 | B2B Sales, Distributor Sales, Lead Better, Manage Better
In our surveys, CEOs indicate “on-the-job” training as the predominant method of developing salespeople. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Kahle Wisdom | Apr 7, 2020 | Distributor Sales, Podcasts, Practical Wisdom
We are in the middle of some difficult times. How do we handle this crisis and utilize this opportunity? In an earlier podcast, I shared some suggestions to help individuals navigate these turbulent waters. In this podcast, I’m focusing on sales forces. So,...
by Dave Kahle | Mar 19, 2020 | Distributor Sales, Lead Better, Manage Better
Q. Is there a proactive way to implement a program from manufacturers to encourage distributors to have their sales force sell our product instead of another? My intention is to have the salesperson give quotes for our product more frequently? And how can we appeal to...
by Kahle Wisdom | Jan 30, 2019 | Distributor Sales, Manage Better, Sell Better
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that...
by Kahle Wisdom | May 13, 2016 | B2B Sales, Distributor Sales, Lead Better, Manage Better, Sell Better
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople. The client was an HVAC commercial contractor. The...
