by Dave Kahle | Aug 19, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
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 for me, as I believe it is one of the ways to make the biggest, most rapid change...
by Dave Kahle | Aug 10, 2020 | Professional B2B salespeople
Most salespeople love to be active – out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of...
by Dave Kahle | Aug 5, 2020 | Professional B2B salespeople, Sales practices & strategies
Change We’re living in incredibly turbulent times. Many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring of this uncertainty lies in one of the unique characteristics of the times in which we live –...
by Dave Kahle | Jul 21, 2020 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is the lowest price the...
by Dave Kahle | Jul 16, 2020 | Professional B2B salespeople, Sales practices & strategies
Question: The thing that distinguishes us from our competition is service. How do I make our service more tangible to our customers? Answer: This is a great question because it is so common. Let’s put it into perspective. Believe it or not, almost every company I...
by Dave Kahle | Jul 14, 2020 | Professional B2B salespeople
Question: What is the ideal number of sales calls for a current customer? How many sales visits should I make on a regular basis to retain their loyalty? Answer: Here I go again with my stock answer: It depends. So many questions in the world of professional sales...