by Dave Kahle | Feb 9, 2021 | Sales Force Issues
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 Kahle Wisdom | Feb 4, 2021 | Podcasts
Over my career as a salesperson, I sold a variety of products in a variety of selling situations. From suits and sport coats in a retail men’s store, to capital equipment to schools, to surgical staplers to surgeons in the operating room, to 70,000 line...
by Dave Kahle | Feb 2, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
We’re faced with many of our customers being very slow about paying their bills. What would you suggest? Should salespeople help with the collections? This is one of those times where the saying, “The squeaky wheel gets the grease” is very appropriate. Have...
by Kahle Wisdom | Jan 28, 2021 | Podcasts
In my twenty plus years of educating salespeople, I have encountered tens of thousands of sales people, and worked with literally hundreds of sales organizations. The vast majority of them want to do better. Yet, the vast majority of them remain at a level best...
by Kahle Wisdom | Jan 21, 2021 | Podcasts
Does your dress matter in professional sales? What are the rules of manners that you should be aware of? These are two questions I was asked, and I respond to them both in this podcast. Check out this...
by Kahle Wisdom | Jan 14, 2021 | Podcasts
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” That advice is incredibly overdone. There is no one aspect of sales (at least in the B2B world) that undeservedly receives...
by Kahle Wisdom | Jan 7, 2021 | Podcasts
Goal setting is one of the universal best practices for salespeople. Yet, many salespeople don’t make it a part of their routines. The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson’s...
by Dave Kahle | Jan 5, 2021 | Sales Force Issues, Sales Managers/Sales Leaders
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 Dave Kahle | Jan 5, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Nervous – Part II: Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. I am not sure I can thrive in this economic downturn. Do you have any thoughts on how to respond to this? To my readers… In the last post, I responded to this...
by Kahle Wisdom | Dec 17, 2020 | Podcasts
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. It’s an incredibly important and difficult job....
