by Dave Kahle | Aug 5, 2021 | Leadership-Sales Force
It continues to amaze me that so many salespeople shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best. Typical Salespeople Most surveys of how field salespeople really spend...
by Dave Kahle | Jul 20, 2021 | Leadership-Sales Force
“I have great relationships with my customers.” That is one of the most debilitating myths around – one that cripples the performance of the average corporate salesperson. Yet, it is endemic within the population of salespeople. I am not sure that there is a...
by Dave Kahle | Jul 20, 2021 | Leadership-Sales Force
As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective salespeople. Too often salespeople are hindered by limiting beliefs that prevent them from implementing the best practices, principles, and processes that...
by Dave Kahle | Jun 8, 2021 | Leadership-Sales Force
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 Dave Kahle | Jun 1, 2021 | Leadership-Sales Force
Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off. There are a number of ways to deal with this. ...
by Dave Kahle | Apr 16, 2021 | Leadership-Sales Force
The world is full of B2B salespeople who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that salespeople hide behind to keep from...
