by Dave Kahle | Sep 17, 2020 | B2B sales, key account sales, sales management
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
by Dave Kahle | Sep 14, 2020 | B2B sales, time management for sales people
Question: Our “A” customers bring in 90% of our business. How much time or effort would you put into your “B” customers to bring them up to “A” customers? Answer: This is the kind of question I field in almost every one of my seminars. The answer is a little more...
by Dave Kahle | Sep 9, 2020 | B2B sales, best practices for sales people, wholesale distributor sales people
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
by Dave Kahle | Sep 3, 2020 | B2B sales, time management for sales people, wholesale distributor sales people
Sales system gunk is any practice that detracts the salesperson from spending time with customers. Recently, one of the salespeople with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse,...
by Dave Kahle | Aug 20, 2020 | B2B sales, sales strategy, 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 | B2B sales, key account sales, sales management, time management for sales people
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 with me, as I believe it is one of the ways to make the biggest, most rapid change...
