by Dave Kahle | Apr 12, 2021 | Leadership-Sales Force
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 | Apr 6, 2021 | Leadership-Sales Force
Q. Any advice for a salesperson in this economy? It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy? A. Great question. I’m sure this change in the economy and...
by Dave Kahle | Mar 9, 2021 | Leadership-Sales Force
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance. One of the most common of...
by Dave Kahle | Feb 9, 2021 | Leadership-Sales Force
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 Dave Kahle | Jan 5, 2021 | Leadership-Sales Force, Leadership-Sales Management
If you haven’t read the first part of this series, I’d suggest you do so first, to gain a perspective on my comments below. If you are a business owner, executive, or manager, you may want to read the second of this series, which is written specifically for you. ...
by Kahle Wisdom | May 4, 2020 | Leadership-Sales Force
A study of the behavioral characteristics of the best salespeople was published a few years ago. One of the not-so-surprising conclusions was this: The best salespeople “listen more constructively” than their more average counterparts. Define Constructive Listening...
