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...
by Dave Kahle | Jul 21, 2020 | B2B sales, best practices for sales people, sales strategy
“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 | B2B sales, best practices for sales people, key account sales
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 7, 2020 | B2B sales, best practices for sales people
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...
