by Dave Kahle | Jan 25, 2022 | Professional B2B Salespeople, Sales Force Issues
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Over the next few weeks, I’ll share my top five. Here’s number one, not necessarily...
by Kahle Wisdom | Jan 20, 2022 | Podcasts
A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies. If you cam handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the...
by Kahle Wisdom | Jan 13, 2022 | Podcasts
If you are like most segments of the economy, there have been more price increases announced in your industry in the last three months than in the last three years combined. Unfortunately, many sales forces are peopled with individuals who have never lived...
by Kahle Wisdom | Jan 6, 2022 | 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. Unfortunately, it is often the most under-trained job in the...
by Dave Kahle | Jan 4, 2022 | Professional B2B Salespeople
Q: A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before. At the same...
by Kahle Wisdom | Dec 30, 2021 | 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. Unfortunately, it is often the most under-trained job in the...
by Dave Kahle | Dec 28, 2021 | Professional B2B Salespeople, Sales Force Issues
“How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?” That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of...
by Kahle Wisdom | Dec 23, 2021 | Podcasts
Ah, if only the people around us were more professional. Our lives would be easier, our businesses would grow more effortlessly, we’d find our jobs more fulfilling…the list of dramatic benefits can go on and on. But what does it mean to be more...
by Kahle Wisdom | Dec 16, 2021 | Podcasts
The job of the field salesperson will continue to grow more complex, more challenging and more difficult for the foreseeable future. So what does that mean to you? It means that you will need to continually...
by Kahle Wisdom | Dec 9, 2021 | Podcasts
On-boarding a new employee typically involves someone(s) to train the new employee, and weeks training the new person. But what if you could develop a system that eliminated much of that training time?...
