by Dave Kahle | Nov 17, 2020 | B2B sales, best practices for sales people
Q. Sales Quotes – A prospective client seems interested but never gets back to you. A. I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?” Following up on sales quotes is one of the most common...
by Dave Kahle | Oct 13, 2020 | B2B sales, best practices for sales people, key account sales, sales strategy
One area of business that is important to manage is prioritizing customers and prospects. Fortunately, it’s also the area of a sales job that will make the biggest impact on sales performance. From my personal experience as a salesperson for 30+ years, plus my...
by Dave Kahle | Oct 5, 2020 | best practices for sales people, sales inspiration
Excerpted from 11 Secrets of Time Management for Sales People by Dave Kahle. Copyright Career Press. Picture the way a sailboat operates. Its majestic sails catch the wind and power the boat forward. But if a sailboat were only equipped with sails, it would be...
by Dave Kahle | Sep 9, 2020 | B2B sales, best practices for sales people, wholesale distributor sales people
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
by Dave Kahle | Aug 5, 2020 | B2B sales, best practices for sales people, sales inspiration
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 | Aug 2, 2020 | B2B sales, best practices for sales people, time management for sales people
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of salespeople improve their results through more effective use of their time. Over the years, I’ve seen...
