by Dave Kahle | Mar 24, 2017 | Sales Force Issues, Sales Managers/Sales Leaders, Sales practices & strategies
Question: It seems like the price is even more an issue today than ever before. In this environment, how do we get the margins up to increase the bottom line? Answer: Thanks for the question. Believe me; I understand the constant pressure on your price. I wish...
by Dave Kahle | Mar 1, 2017 | Professional B2B salespeople, Sales Force Issues
“I’m concerned about what my competition may be doing. I know I should be aware of what they’re doing, but I’m not sure how I can find that out.” This is an issue that’s growing in importance. Our industry is heating up and becoming more competitive. All around us...
by Dave Kahle | Jan 6, 2017 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
Field salespeople have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day. The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...
by Dave Kahle | Sep 1, 2016 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
Better Sales Questions Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. ...
by Dave Kahle | Aug 30, 2016 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
“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 | Aug 15, 2016 | Sales Force Issues, Sales Managers/Sales Leaders
Question: I direct a sales force of 15 reps. My pain of getting them to do what I ask has been something that no human being should go through. First of all, we converted them from commission only to base plus commission. In doing so, you can imagine my challenges...