by Dave Kahle | Sep 9, 2020 | B2B sales, best practices for sales people, wholesale distributor sales people
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
by Dave Kahle | Sep 3, 2020 | B2B sales, time management for sales people, wholesale distributor sales people
Sales system gunk is any practice that detracts the salesperson from spending time with customers. Recently, one of the salespeople with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse,...
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 | Aug 19, 2020 | B2B sales, Podcast Interview, wholesale distributor sales people
Listen as Dave Kahle is interviewed about the question: Are Outside Salespeople Obsolete?https://www.onebrokencog.com/podcast.html You may also want to read an article by the same title. ...
by Dave Kahle | Jun 30, 2020 | B2B sales, wholesale distributor sales people
“Are Outside Salespeople Obsolete?” by Dave Kahle 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...
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...
