by Dave Kahle | Sep 5, 2022 | Thinking Better, Sales-Miscellaneous, Sales-B2B
by Dave Kahle Q. Dave, on several occasions you have said that our customers want us to understand their business. How do we do that when we call on lots of different types of businesses? How do we become experts in everything? A. Unless you are a real...
by Dave Kahle | Aug 15, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Miscellaneous, Sales-B2B
Systematically Identifying New Prospects By Dave Kahle Your business, like every other one, needs a constant stream of new customers if it is going to remain viable. The constant churn in the market place means that some of your customers will be acquired and others...
by Dave Kahle | Apr 12, 2021 | Leadership-Sales Force, Christian-Business, Sales-B2B
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
by Dave Kahle | Feb 9, 2021 | Leadership-Sales Force, Sales-B2B
Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question: “If you could improve a salesperson in just one thing that would bring the quickest and biggest change, what would it be?” My answer: Time & territory management....
by Kahle Wisdom | Jan 24, 2019 | Thinking Better, Leadership-Sales Force, Sales-B2B
This is one of those nuances that the very best sales people grasp, but the bulk of sales people never catch ~ positioning yourself in the mind of the customer to viewed as someone of competence and integrity. Join with me to dig into it. Check out this...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force, Sales-B2B
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively...
