by Dave Kahle | Jul 21, 2020 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
“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 | Jun 2, 2020 | Sales Force Issues, Sales practices & strategies
In this rapidly changing world, new sources of competition surface continually. Many manufacturers have shown an increasing tendency to take the best customers direct and compete with distribution for the largest customers. In many places, competition among...
by Dave Kahle | May 24, 2020 | Sales Force Issues, wholesale distributor sales people
Power Strategies for Wholesaler Distributor Salespeople 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...
by Dave Kahle | Nov 19, 2018 | Personal Improvement, Sales Force Issues
The ultimate goal of every sales system is to develop and nurture a handful of ‘partners.’ These are customers who are so committed to you that they form the foundation of your revenue. Let’s unpack this. What’s a partner? A partner is a client who has developed an...
by Dave Kahle | May 11, 2017 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Leverage revolves around the idea of multiplying the effects of some effort. ...
by Dave Kahle | Apr 4, 2017 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
Question: What do I do when my goals don’t match the company’s goals for me? Answer: This is a question that I hear, in one form or another, pretty regularly. I can look at this is in two ways – expressing two different situations. In the first, there is a...