by Dave Kahle | Jul 26, 2018 | B2B sales, growing a small business, sales management
Implement Change – Question: My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? Implement...
by Dave Kahle | May 31, 2018 | B2B sales, best practices for sales people, sales training
Are Successful Salespeople Born That Way? It is the eternal question, the sales manager’s version of nature versus nurture. I teach salespeople how to become better at their jobs. I believe successful salespeople are nurtured. There are best practices in the sales...
by Dave Kahle | May 27, 2017 | B2B sales, best practices for sales people, how to sell, sales management, selling
The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...
by Dave Kahle | May 11, 2017 | B2B sales, sales management, sales strategy, selling
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Leverage revolves around the idea of multiplying the effects of some effort. ...
by Dave Kahle | Apr 4, 2017 | B2B sales, sales management, sales strategy, selling
Question: What do I do when my goals don’t match the company’s goals for me? Answer: This is a question that I hear, in one form or another, pretty regularly. I can look at this is in two ways – expressing two different situations. In the first, there is a...
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