by Dave Kahle | Jun 24, 2021 | Christian Businesspeople, Sales Managers/Sales Leaders
Navigating your way through complexity in a rapidly changing, information-saturated world This is the third of a series of posts recommending and describing a series of disciplines, processes, practices and character traits we need to build into our lives and our...
by Dave Kahle | Jun 24, 2021 | Christian Businesspeople, Sales Managers/Sales Leaders
Navigating your way through complexity in a rapidly changing, information-saturated world In my previous post, I noted some of the factors that combine to create an incredibly turbulent, complex, rapidly changing, and information-saturated world in which we find...
by Kahle Wisdom | Jun 24, 2021 | Podcasts
In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process. Once we have an overview, we can understand every sales...
by Dave Kahle | Jun 22, 2021 | Entrepreneurs & Executives, Leadership, Professional B2B Salespeople, Sales Managers/Sales Leaders
Q. We are intent on revising our decades-old sales force compensation plan. Management is divided. One half favors straight commission, and the other doesn’t. What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients...
by Kahle Wisdom | Jun 17, 2021 | Podcasts
Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs. The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill –...
by Kahle Wisdom | Jun 10, 2021 | Podcasts
This podcast answers these questions: Q. What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these contacts that are, in some...
by Dave Kahle | Jun 8, 2021 | Professional B2B Salespeople, Sales Force Issues, Sales Principles and Practices
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 3, 2021 | Leadership, Professional B2B Salespeople
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
by Kahle Wisdom | Jun 3, 2021 | Podcasts
Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question: “If you could improve a sales person in just one thing that would bring the quickest and biggest change, what would it be?”...
by Dave Kahle | Jun 1, 2021 | Sales Force Issues
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. ...
