Interacting with Customers in Sales

Interacting with Customers in Sales

 Question and Answer By Dave Kahle  Q. You’ve said on several occasions that the most important part of my job is interacting with the customers. How important is it to spend time with the customers out of the office, and what percentage of time should I spend doing...

Is it Time to Focus on Sales Productivity?

Lots of people understand ‘productivity’, and ‘sales’ is easily understood, but when you put the two words together, the concept often becomes baffling.  Sales Productivity can be the key to growing your business and taking market...

Your Strategic Advantage for the Information Age

The rapid change whirling around every company puts great pressure on organizations to change themselves.  Not only must the organization as a whole change, but the individuals within each organization must themselves change, learn and grow more rapidly than at...

Consequences of an Entreprenurial Sales Team

: Many sales models are built on the concept of the entrepreneurial salesperson. There was a time when this model was effective, but in today’s competitive economy, there are serious difficulties with the entrepreneurial model. Let’s consider this...