by Dave Kahle | Jul 21, 2020 | B2B sales, best practices for sales people, sales strategy
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is the lowest price the...
by Dave Kahle | Jul 16, 2020 | B2B sales, best practices for sales people, key account sales
Question: The thing that distinguishes us from our competition is service. How do I make our service more tangible to our customers? Answer: This is a great question because it is so common. Let’s put it into perspective. Believe it or not, almost every company I...
by Dave Kahle | Jul 14, 2020 | B2B sales, key account sales, time management for sales people
Question: What is the ideal number of sales calls for a current customer? How many sales visits should I make on a regular basis to retain their loyalty? Answer: Here I go again with my stock answer: It depends. So many questions in the world of professional sales...
by Dave Kahle | Jul 7, 2020 | B2B sales, best practices for sales people
All too often, salespeople are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem or some paperwork to which you need to attend. They find themselves busily pursuing an agenda created by other people. They are busy, but too...
by Dave Kahle | Jul 3, 2020 | B2B sales, time management for sales people
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s out there.”...
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