by Dave Kahle | Aug 20, 2020 | B2B sales, sales strategy, wholesale distributor sales people
Question: Because of the slow down in my market, my competitors are trying to gain business anywhere they can. They are more active in my good accounts than ever before. How can I protect my good accounts from the competition? Great question. This is a major threat...
by Dave Kahle | Jul 21, 2020 | B2B sales, best practices for sales people, sales strategy
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is the lowest price the...
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
Power Strategies for Wholesaler Distributor Salespeople 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...
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. ...
