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...
by Dave Kahle | Mar 24, 2017 | B2B sales, best practices for sales people, how to sell, sales training, selling
I wish I had a dollar for every time I was asked that question in a sales training session. It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers — too many for just one...
by Dave Kahle | Mar 1, 2017 | B2B sales, sales strategy, sales techniques
“I’m concerned about what my competition may be doing. I know I should be aware of what they’re doing, but I’m not sure how I can find that out.” This is an issue that’s growing in importance. Our industry is heating up and becoming more competitive. All around us...
by Dave Kahle | Feb 15, 2017 | B2B sales, best practices for sales people, sales techniques
Question: A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before. At...
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