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Developing Your Sales System — Creating a Partner

Developing Your Sales System — Creating a Partner

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...
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. ...
Q&A for Sales Professionals:  Conflicting goals

Q&A for Sales Professionals: Conflicting goals

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...

Q&A for Sales Professionals: Margins (QA-S-61)

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...

Learning about the competition

by Dave Kahle | Mar 1, 2017 | B2B sales, sales strategy, sales techniques

“I’m concerned about what my competition may be doing.  I know I should be aware of what they’re doing, but I’m not sure how I can find that out.” This is an issue that’s growing in importance.  Our industry is heating up and becoming more competitive.  All around us...
Creating a Powerful Sales Plan

Creating a Powerful Sales Plan

by Dave Kahle | Jan 6, 2017 | B2B sales, best practices for sales people, growing a small business, sales strategy, sales techniques

Field sales people have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day.  The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...
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