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Salespeople & Motivation In Challenging Times

Salespeople & Motivation In Challenging Times

by Dave Kahle | Jun 13, 2022 | Professional B2B Salespeople, Sales Force Issues

One of my Ezine subscribers recently sent me this question: “I really struggle with the highs and lows of field sales.  Most days I feel like the weight of the world is on my shoulders.  In this economy, especially, it’s difficult to stay positive.  Any suggestions?”...
The Three Biggest Mistakes In Sales Presentations

The Three Biggest Mistakes In Sales Presentations

by Dave Kahle | May 16, 2022 | Sales Force Issues

The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system.  The job of the salesperson revolves around the point in time when he offers the customer something to buy. The sales presentation can take a variety...
#2 Mistake Salespeople Make – Lack of Planning

#2 Mistake Salespeople Make – Lack of Planning

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...
#1 Mistake Salespeople Make – Strategy Instead of Tactics

#1 Mistake Salespeople Make – Strategy Instead of Tactics

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...
Selling Commodities

Selling Commodities

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...
The Ultimate Sales Improvement Skill

The Ultimate Sales Improvement Skill

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...
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