by Dave Kahle | Jun 30, 2020 | B2B sales, wholesale distributor sales people
This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them. “What kind of person should I...
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 | Jan 18, 2017 | best practices for sales people, how to sell, sales techniques, selling, time management for sales people, wholesale distributor sales people
It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude...
by DaveKahle | Aug 25, 2014 | B2B sales, how to sell, key account sales, sales strategy, sales training, selling, wholesale distributor sales people
A. By “dropped the ball”, you can be referring to two different situations. First, it was your company who messed up. Your company didn’t fulfill the promises you made. Or,...
by DaveKahle | Aug 22, 2014 | B2B sales, sales training, selling, time management for sales people, wholesale distributor sales people
Answer: This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls every night from customers. I think the issue lies in your view...
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