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...
by Dave Kahle | Dec 20, 2016 | Personal Improvement, Professional B2B salespeople
Does this sound familiar? You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago. Welcome to the compressed, chaotic job that is the life of...