by Dave Kahle | Aug 19, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: Prioritizing accounts is a key issue for me, as I believe it is one of the ways to make the biggest, most rapid change...
by Dave Kahle | Jul 26, 2018 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Managers/Sales Leaders
Q. My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? A. Implementing change is always difficult....
by Dave Kahle | May 24, 2018 | Sales Managers/Sales Leaders, Uncategorized
Sales Leaders need to communicate expectations of their sales persons directly to them. It should not be a secret. It should also not be a matter of negotiation. If you have not given clear and specific expectations, the sales people will default to what feels...
by Dave Kahle | May 27, 2017 | Personal Improvement, Professional B2B salespeople, Sales Managers/Sales Leaders, Sales practices & strategies
The world is full of B2B sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...
by Dave Kahle | May 11, 2017 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Leverage revolves around the idea of multiplying the effects of some effort. ...