by Dave Kahle | Jul 7, 2020 | Professional B2B salespeople, Sales practices & strategies
All too often, salespeople are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem or some paperwork to which you need to attend. They find themselves busily pursuing an agenda created by other people. They are busy, but too...
by Dave Kahle | Jul 3, 2020 | Professional B2B salespeople
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s out there.”...
by Dave Kahle | Jun 30, 2020 | Professional B2B salespeople, wholesale distributor sales people
“Are Outside Salespeople Obsolete?” by Dave Kahle This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople...
by Dave Kahle | Jun 23, 2020 | Professional B2B salespeople
“How can I sell more when I have so much to do?” That’s a question I’m often asked whenever I’m talking to a group of salespeople. I’m sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer...
by Dave Kahle | Jun 17, 2020 | Personal Improvement, Professional B2B salespeople
Question: I like the idea of setting goals for personal improvement, not only with my salespeople but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? Answer: Sure. This is one of my hot...
by Dave Kahle | Jun 15, 2020 | Professional B2B salespeople, Sales practices & strategies
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing?...