by Dave Kahle | Aug 26, 2015 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
The world is full of 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 | Aug 24, 2015 | Professional B2B salespeople, Sales Managers/Sales Leaders, Sales practices & strategies
Q. How many appointments or conversations per day or per week should a sales person make in order to be successful? A. I have no idea. How’s that for an answer that you’re not expecting? OK, you know by now that doesn’t mean I don’t have anything to say to this...
by Dave Kahle | Aug 14, 2015 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies. If your people handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the situation...
