by Dave Kahle | Dec 15, 2020 | B2B sales, sales management
Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they...
by Dave Kahle | Dec 14, 2020 | B2B sales, sales strategy
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service? If you are looking for a short, easy solution, there isn’t any. The solution to this, like so many sales problems, is a...
by Dave Kahle | Dec 7, 2020 | B2B sales, Practical Wisdom, wholesale distributor sales people
It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to a small group meeting. He came, interacted positively, and...
by Dave Kahle | Nov 23, 2020 | B2B sales, sales inspiration, sales management
Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager. What steps should I try taking first? A. Good question. I’m sure there are thousands...
by Dave Kahle | Nov 19, 2020 | B2B sales, sales management, sales strategy
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
by Dave Kahle | Nov 17, 2020 | B2B sales, best practices for sales people
Q. Sales Quotes – A prospective client seems interested but never gets back to you. A. I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?” Following up on sales quotes is one of the most common...
