by Dave Kahle | Oct 19, 2020 | Uncategorized
I’m afraid for the future of our country because it appears we are afraid to think. It’s not just Covid-19 and the reaction to it. And it is not just the recent riots and looting. It’s much deeper than that. I’m afraid because I believe that the discipline of...
by Dave Kahle | Oct 13, 2020 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
One area of business that is important to manage is prioritizing customers and prospects. Fortunately, it’s also the area of a sales job that will make the biggest impact on sales performance. From my personal experience as a salesperson for 30+ years, plus my...
by Dave Kahle | Oct 5, 2020 | Sales practices & strategies
Excerpted from 11 Secrets of Time Management for Sales People by Dave Kahle. Copyright Career Press. Picture the way a sailboat operates. Its majestic sails catch the wind and power the boat forward. But if a sailboat were only equipped with sails, it would be...
by Dave Kahle | Oct 4, 2020 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales practices & strategies
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
by Dave Kahle | Sep 30, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...