by Dave Kahle | Sep 1, 2016 | B2B sales, best practices for sales people, how to sell, sales strategy, sales techniques, selling
Better Sales Questions Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. ...
by Dave Kahle | Aug 30, 2016 | B2B sales, best practices for sales people, how to sell, key account sales, sales strategy, sales techniques
“My customers don’t have as much time to spend with me as they used to.” That’s a comment I’m hearing more frequently in my sales seminars. It’s a growing phenomenon. Your customers used to be able to spend more time with you. But...
by Dave Kahle | Aug 5, 2016 | B2B sales, best practices for sales people, how to sell, sales strategy
All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or some paperwork needs your attention. They find themselves busily pursuing an agenda created by other people. They are busy, but too often...
by Dave Kahle | Jul 26, 2016 | B2B sales, best practices for sales people, key account sales, sales strategy, sales techniques
How do I sell to an account that is firmly in the hands of a competitor – an impenetrable account? In one form or another, I hear that question at almost every sales seminar I teach. It’s a great question, reflecting one of the most perplexing and frustrating...
by Dave Kahle | Jul 25, 2016 | B2B sales, best practices for sales people, sales strategy, sales techniques
Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off. There are a number of ways to deal with this. ...
by Dave Kahle | Jul 15, 2016 | B2B sales, best practices for sales people, sales strategy, time management for sales people
Strategic planning for sales people is not often a phrase in the avrage sales force’s repertoire. Unfortunately, the all too common description of the field sales person’s modus operandi is “Ready, shoot, aim.” . In a misguided attempt to stay busy and see as...
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