by Dave Kahle | Mar 14, 2015 | Personal Improvement, Professional B2B salespeople
In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. That included memorizing two five-page, single-spaced sales presentations, presenting them to the sales training class,...
by Dave Kahle | Mar 7, 2015 | Professional B2B salespeople
I field this question, in one form or other, in almost every seminar I do. Just heard it again yesterday in relationship to the competency of building relationships. The questioner opined that building relationships was a natural talent. You either had it or you...
by Dave Kahle | Feb 28, 2015 | Professional B2B salespeople, Sales practices & strategies
The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...