by Dave Kahle | Jul 26, 2016 | B2B sales, best practices for sales people, key account sales, sales strategy, sales techniques
How do I sell to an account that is firmly in the hands of a competitor – an impenetrable account? In one form or another, I hear that question at almost every sales seminar I teach. It’s a great question, reflecting one of the most perplexing and frustrating...
by Dave Kahle | Jul 25, 2016 | B2B sales, best practices for sales people, sales strategy, sales techniques
Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off. There are a number of ways to deal with this. ...
by Dave Kahle | Jul 21, 2016 | B2B sales, sales management
Question: What is the ideal number of sales people that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” It depends, first, on the type of compensation plan that is used to pay the sales...
by Dave Kahle | Jul 15, 2016 | B2B sales, best practices for sales people, sales strategy, time management for sales people
In our fast-paced 21st Century economy, field salespeople must make effective use of their time, And that means disciplined strategic planning for salespeople. “Ready, aim, shoot.” Unfortunately, that’s the all too common description of the field sales person’s modus...
by Dave Kahle | Jul 14, 2016 | B2B sales, sales management, sales strategy
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a...
