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The Sales Resource Center

A best practice for sales people from Dave Kahle — Number 15

by DaveKahle | Jan 31, 2015 | B2B sales, best practices for sales people

Best Practice #15:  Regularly makes a sufficient quantity of presentations for the products, services and programs that we sell. By Dave Kahle            “You’ve got to show it in order to sell it.”That...

Question & Answer about Sales Force Compensation

by DaveKahle | Jan 6, 2015 | B2B sales, on-line sales training, sales force compensation

Q.  There has been a lot of conversation inside our company about our compensation plan.  We haven’t changed it in 20 years.  We pay a commission based on gross profit.  Would you comment?...

Part Five — The Five Most Common Mistakes Salespeople Make

by DaveKahle | Dec 6, 2014 | B2B sales, sales training

By Dave Kahle            Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people.  Certain negative tendencies — mistakes that sales people make —...

Part Four –The Five Most Common Mistakes Salespeople Make By Dave Kahle

by DaveKahle | Nov 20, 2014 | B2B sales, how to sell, sales techniques

            Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people.  Certain negative tendencies — mistakes that sales people make — keep...

The Five Most Common Mistakes Salespeople Make – Part Three

by DaveKahle | Nov 8, 2014 | B2B sales, selling

By Dave Kahle            Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people.  Certain negative tendencies — mistakes that sales people make —...
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