by Dave Kahle | Oct 27, 2020 | B2B sales, key account sales
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other type of salesperson. You must build relationships that provide you a...
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 4, 2020 | growing a small business, key account sales, sales strategy
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 22, 2020 | B2B sales, key account sales, sales strategy
Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will...
by Dave Kahle | Sep 17, 2020 | B2B sales, key account sales, sales management
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
by Dave Kahle | Aug 19, 2020 | B2B sales, key account sales, sales management, time management for sales people
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: Prioritizing accounts is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change...
