by Dave Kahle | Aug 20, 2020 | Professional B2B salespeople, Sales Force Issues, wholesale distributor sales people
Question: Because of the slow down in my market, my competitors are trying to gain business anywhere they can. They are more active in my good accounts than ever before. How can I protect my good accounts from the competition? Great question. This is a major threat...
by Dave Kahle | Aug 19, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: Prioritizing accounts is a key issue for me, as I believe it is one of the ways to make the biggest, most rapid change...
by Dave Kahle | Aug 10, 2020 | Professional B2B salespeople
Most salespeople love to be active – out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of...
by Dave Kahle | Aug 9, 2020 | Uncategorized
Have recent events left you unemployed? I can empathize. I have been there. In my life, I’ve had three major periods of unemployment. I understand the uncertainty, anxiety, and self-doubt that comes with that. You just don’t feel like life is as worthwhile unless...
by Dave Kahle | Aug 5, 2020 | Professional B2B salespeople, Sales practices & strategies
Change We’re living in incredibly turbulent times. Many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring of this uncertainty lies in one of the unique characteristics of the times in which we live –...