by Dave Kahle | Dec 12, 2025 | Sales-Miscellaneous
by Dave Kahle The job of the salesperson is always a bit of a balancing act. On one hand, we continually cruise our territory to see what opportunities look the most promising. We’re constantly scanning the account base to identify that to which we should...
by Dave Kahle | Dec 12, 2025 | Sales-Miscellaneous
by Dave Kahle 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. Most surveys of how field sales people really spend...
by Dave Kahle | Dec 12, 2025 | Sales-Miscellaneous
by Dave Kahle The best salespeople earn that designation because they write more business than the mass of salespeople. They get the order! One of the practices that contributes to that success is that of “closing the sale”. Unfortunately, there...
by Dave Kahle | Dec 12, 2025 | Sales-Miscellaneous
by Dave Kahle Most time studies of field salespeople reveal that the typical salesperson only spends 25 to 30 percent of his/her work week actually talking with customers and prospects. Much of the remainder of that time is spent alone. That isolation can...
by Dave Kahle | Dec 12, 2025 | Sales-Miscellaneous
by Dave Kahle The best salespeople understand that their company has assembled a collection of resources into which they can tap in order to further their sales success. One such resource is your sales manager. Now, I understand that the quality of sales...
by Dave Kahle | Dec 12, 2025 | Sales-Miscellaneous
by Dave Kahle The best salespeople understand that the more comfortable the customer is with their company, the less risk the customer perceives there to be in dealing with them, and the more likely it is that the customer will prefer their company as a...
