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The Sales Resource Center
It’s the Risk, Not the Price

It’s the Risk, Not the Price

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...
Sales Leaders Q&A: Making Service More Tangible

Sales Leaders Q&A: Making Service More Tangible

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...
How Many Sales Calls – A Formula to Follow

How Many Sales Calls – A Formula to Follow

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...
Sales Leaders Q&A: Making Service More Tangible

6 Steps to an Effective Sales Process

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...
Time Management for Salespeople: It’s a Daily Battle!

Time Management for Salespeople: It’s a Daily Battle!

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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