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...
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,...
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...
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...
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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