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The Sales Resource Center
The Question is the Key

The Question is the Key

by Dave Kahle | May 26, 2016 | B2B sales, best practices for sales people, sales techniques

Focus, focus, focus.  That’s the phrase that I find myself repeating constantly in every sales seminar that I present.  I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges.  There are so many demands...

Characteristics of a Successful Professional– A Propensity to Take Risks

by Dave Kahle | May 19, 2016 | B2B sales, sales inspiration

The propensity to take risks. What sets the exceptional professional apart from the average?  Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics.  Here’s one: The propensity to take risks. Now,...
Q&A for Sales People:  Tough Market

Q&A for Sales People: Tough Market

by Dave Kahle | May 19, 2016 | B2B sales, best practices for sales people, sales strategy, time management for sales people

Question:   Any advice for a sales person in this economy? It seems like almost every customer is saying that they are cutting back and delaying spending.  How can I get them to loosen the purse strings and buy? Answer: Great question.  I’m sure this change in the...
Q&A for Sales People:  Tough Market

Why Good Sales People Often Turn into Mediocre Sales Managers

by Dave Kahle | May 13, 2016 | B2B sales, sales management

We’ve all done it.  Promoted a good sales person, often our best, to sales manager.  My files are full of cases where the results were below expectations for everyone involved.  Principals and CSOs are often disappointed in the lack of results, and the sales managers...
Stop the Bleeding!  The biggest unacknowledged cost of sales

Stop the Bleeding! The biggest unacknowledged cost of sales

by Dave Kahle | May 13, 2016 | B2B sales, sales management, sales training

The following scenario plays over and over again in every one of your sales territories every day.  And it costs you hundreds of thousands of dollars annually. It is the largest single unacknowledged cost in the world of sales. I was working with one of my client’s...
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