by Dave Kahle | Dec 15, 2020 | B2B sales, sales management
Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they...
by Dave Kahle | Nov 19, 2020 | B2B sales, sales management, sales strategy
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
by Dave Kahle | Sep 30, 2020 | B2B sales, sales management
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...
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...
