by Dave Kahle | Jun 2, 2020 | best practices for sales people, sales strategy
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 | key account sales, sales strategy, wholesale distributor sales people
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 salesperson. For example, you may sell exactly the...
by Dave Kahle | Nov 19, 2018 | how to sell, sales strategy
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 | 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...
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