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The Sales Resource Center
The lost art of saying “NO”

The lost art of saying “NO”

by Dave Kahle | Dec 7, 2020 | B2B sales, Practical Wisdom, wholesale distributor sales people

It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar.  I had met with an individual, talked with him personally, and invited him to a small group meeting.  He came, interacted positively, and...
Two Keys to Sales Time

Two Keys to Sales Time

by Dave Kahle | Oct 21, 2020 | B2B sales, selling, time management for sales people, wholesale distributor sales people

It’s 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That’s the question I have asked innumerable distributor salespeople. Unfortunately, the answer too commonly is, “Because it’s Tuesday at 10 AM.” In other words, the salespeople...
Ten Commandments of an Ethical Salesperson

Ten Commandments of an Ethical Salesperson

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...
5 Steps to Remove Sales System Gunk

5 Steps to Remove Sales System Gunk

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,...
4 Rules to Protect Your Good Accounts From the Competition

4 Rules to Protect Your Good Accounts From the Competition

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...
Interview: Are Outside Salespeople Obsolete?

Interview: Are Outside Salespeople Obsolete?

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.  ...
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