by Dave Kahle | Jan 18, 2017 | Professional B2B salespeople, Sales Managers/Sales Leaders
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
by Dave Kahle | Jan 18, 2017 | Personal Improvement, Sales practices & strategies, wholesale distributor sales people
It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude...
by Dave Kahle | Jan 12, 2017 | Professional B2B salespeople, Sales practices & strategies
I just fired my accountants. They really hadn’t done anything wrong. They were responsive when I called. They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely. Their prices were fair. They conducted...
by Dave Kahle | Jan 6, 2017 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
Field salespeople have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day. The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...
