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 | 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 24, 2017 | best practices for sales people, sales management, sales strategy, sales techniques
Question: It seems like the price is even more an issue today than ever before. In this environment, how do we get the margins up to increase the bottom line? Answer: Thanks for the question. Believe me; I understand the constant pressure on your price. I wish...
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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