by Dave Kahle | May 27, 2017 | B2B sales, best practices for sales people, how to sell, sales management, selling
The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...
by Dave Kahle | May 11, 2017 | B2B sales, sales management, sales strategy, selling
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 | B2B sales, sales management, sales strategy, selling
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...
by Dave Kahle | Mar 24, 2017 | best practices for sales people, sales management, sales strategy, sales techniques
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 | Jan 18, 2017 | B2B sales, sales management
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
by Dave Kahle | Oct 19, 2016 | sales management
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
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