by Dave Kahle | Nov 17, 2020 | Professional B2B salespeople, Sales practices & strategies
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 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
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 | Sales practices & strategies
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 | Oct 4, 2020 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales practices & strategies
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
by Dave Kahle | Sep 9, 2020 | Professional B2B salespeople, Sales practices & strategies, 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 | 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 –...
