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Forget Closing the Sale – Focus on Resolving the Next Steps

Forget Closing the Sale – Focus on Resolving the Next Steps

by Dave Kahle | Jan 20, 2020 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”  Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation into the profession.  If you’re going to be a...
6 Ways to Develop Sales Superstars

6 Ways to Develop Sales Superstars

by Dave Kahle | Jan 16, 2020 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question.  Forgive me if I stray a little to the theoretical side of this question.  These are the kinds of questions I think...
8 Steps to Prioritize Customers and Prospects

8 Steps to Prioritize Customers and Prospects

by Dave Kahle | Dec 19, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

There is probably no one area of your business that is more important for you to prioritize than your customers and prospects.  Fortunately, it’s also the area of your job that will make the biggest impact on your performance. From my personal experience as a...
4 Steps to Turn Failure into Growth

4 Steps to Turn Failure into Growth

by Dave Kahle | Dec 10, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

How can failure be good? Remember John Delorean?  He was the superstar General Motors executive who started the Delorean Motor Company.  When the company began to falter, he was arrested and charged with complicity in a drug deal that some speculated was an attempt to...
The Other Stuff Expansion

The Other Stuff Expansion

by Dave Kahle | Nov 21, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he has so many competing responsibilities; it is difficult to spend time with his sales team.  Sound familiar?  It should.  I have heard that idea expressed countless times by...
6 Ways to Develop Sales Superstars

3 Steps to Become an Exceptional Salesperson

by Dave Kahle | Nov 19, 2019 | Entrepreneurs & Executives, Sales Force Issues

When I was 18 years old, I got a summer job working for a company then called Jewel Tea, whose business was selling groceries, housewares and kids clothing to housewives on a route.  I was hired to work the routes for the vacationing sales people who owned the route....
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