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. ...
by Dave Kahle | May 28, 2021 | Christian Businesspeople, Leadership - Business Measurements eBook, Personal Improvement
I just received a notice to upgrade one of my software programs from version 7.9.1 to the latest – version 7.9.2. You know the drill, as it happens almost daily. Log in to your computer and you’re almost immediately confronted with the latest upgrades. ‘Click here to...
by Kahle Wisdom | May 27, 2021 | Podcasts
More than any other type of sales, B2B salespeople must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships that provide you a...
by Kahle Wisdom | May 20, 2021 | Podcasts
Many salespeople harbor a set of beliefs that hinder their performance. These often sound reasonable and are held onto without question. Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of...
by Kahle Wisdom | May 13, 2021 | Podcasts
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s...
by Kahle Wisdom | May 6, 2021 | Podcasts
Abusive customers are not fun. They’re stressful, and they make you feel like crap. I’ve been on the receiving end of verbal abuse several times in my career, and it’s never pleasant. “The Customer Is Always Right” is a nice saying that...
by Kahle Wisdom | Apr 29, 2021 | Podcasts
One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally. In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers’ mind. Check out...
