by Dave Kahle | Aug 10, 2020 | B2B sales, key account sales, sales lessons, Sales Planning
Most salespeople love to be active – out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of...
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 14, 2020 | B2B sales, key account sales, time management for sales people
Question: What is the ideal number of sales calls for a current customer? How many sales visits should I make on a regular basis to retain their loyalty? Answer: Here I go again with my stock answer: It depends. So many questions in the world of professional sales...
by Dave Kahle | May 24, 2020 | key account sales, sales strategy, wholesale distributor sales people
Selling for a distributor places you in a unique environment. While it’s true that many basic sales principles apply to you, there are additional complications arising out of your position as a distributor salesperson. For example, you may sell exactly the...
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...
Recent Comments