by Dave Kahle | Dec 14, 2020 | B2B sales, sales strategy
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service? If you are looking for a short, easy solution, there isn’t any. The solution to this, like so many sales problems, is a...
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 | Oct 13, 2020 | B2B sales, best practices for sales people, key account sales, sales strategy
One area of business that is important to manage is prioritizing customers and prospects. Fortunately, it’s also the area of a sales job that will make the biggest impact on sales performance. From my personal experience as a salesperson for 30+ years, plus my...
by Dave Kahle | Oct 4, 2020 | growing a small business, key account sales, sales strategy
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
by Dave Kahle | Sep 22, 2020 | B2B sales, key account sales, sales strategy
Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will...
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...
