by Dave Kahle | Feb 1, 2023 | Leadership - Sales Management
by Dave Kahle I’ve trained B2B sales forces for 30 years. In that time, I’ve had ample opportunity to interact with literally thousands of sales managers. The position is often the least well organized in the entire sales department. Job descriptions are sketchy,...
by Dave Kahle | Oct 17, 2022 | Leadership - Management Principles & Practices, Leadership - Sales Management
by Dave Kahle Every business wants to grow their sales, and every businessperson has visions of an organization growing in size, profitability and influence. For most situations, it is the essential step to reaching their goals. The important question that most...
by Dave Kahle | Oct 15, 2022 | Leadership - Sales Management
by Dave Kahle “We’re doing OK.” That’s a thought shared by thousands of executives I have encountered over the years. It also resides in the minds of the majority of B2B salespeople with whom I’ve worked. “OK” for a business often means that the company...
by Dave Kahle | Sep 26, 2022 | Leadership - Sales Management, Sales - B2B, Sales - Miscellaneous, Sales - Wholesale Distributor
by Dave Kahle Question and Answer By Dave Kahle Q. What is the worst single piece of advice to a sales person you have ever heard? A. Wow. I love this question. I don’t think I...
by Dave Kahle | Sep 20, 2022 | Leadership - Sales Management, Sales - B2B, Sales - Miscellaneous, Sales - Wholesale Distributor
by Dave Kahle No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. Not only that, but there is usually...
by Dave Kahle | Sep 1, 2022 | Leadership - Sales Management
by Dave Kahle Watch this post on YouTube Listen to this post's Podcast Many sales models are built on the concept of the entrepreneurial salesperson. There was a time when this model was effective, but in today’s competitive economy, there are serious difficulties...
