by Dave Kahle | Jan 12, 2017 | B2B sales, best practices for sales people, key account sales, sales techniques, selling
I just fired my accountants. They really hadn’t done anything wrong. They were responsive when I called. They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely. Their prices were fair. They conducted...
by Dave Kahle | Aug 30, 2016 | B2B sales, best practices for sales people, how to sell, key account sales, sales strategy, sales techniques
“My customers don’t have as much time to spend with me as they used to.” That’s a comment I’m hearing more frequently in my sales seminars. It’s a growing phenomenon. Your customers used to be able to spend more time with you. But...
by Dave Kahle | Jul 26, 2016 | B2B sales, best practices for sales people, key account sales, sales strategy, sales techniques
How do I sell to an account that is firmly in the hands of a competitor – an impenetrable account? In one form or another, I hear that question at almost every sales seminar I teach. It’s a great question, reflecting one of the most perplexing and frustrating...
by DaveKahle | Aug 25, 2014 | B2B sales, how to sell, key account sales, sales strategy, sales training, selling, wholesale distributor sales people
A. By “dropped the ball”, you can be referring to two different situations. First, it was your company who messed up. Your company didn’t fulfill the promises you made. Or, second, it was you, personally. You didn’t do what you said you would do, or...
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