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salesresourcecenter

Developing Salespeople

by Dave Kahle | Aug 13, 2018 | B2B sales, best practices for sales people, sales management

...

Sales managers’ most common mistakes, #3 of 3: Lack of an organized training & development system

by Dave Kahle | Aug 2, 2018 | sales management

...
Implement Change

Implement Change

by Dave Kahle | Jul 26, 2018 | B2B sales, growing a small business, sales management

Implement Change – Question: My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? Implement...
Q & A for Sales Leaders: Communicate Expectations

Q & A for Sales Leaders: Communicate Expectations

by Dave Kahle | May 24, 2018 | sales management, sales training, time management for sales people, Uncategorized

Sales Leaders need to communicate expectations of their sales persons directly to them. It should not be a secret. It should also not be a matter of negotiation.  If you have not given clear and specific expectations, the sales people will default to what feels...
Myths of Business2Business Sales #1: “Great Relationships”

Myths of Business2Business Sales #1: “Great Relationships”

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...
Leverage – one key to taking your business to a higher level

Leverage – one key to taking your business to a higher level

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. ...
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