by Dave Kahle | Jun 17, 2020 | Personal Improvement, Professional B2B salespeople
Question: I like the idea of setting goals for personal improvement, not only with my salespeople but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? Answer: Sure. This is one of my hot...
by Dave Kahle | Nov 19, 2018 | Personal Improvement, Sales Force Issues
The ultimate goal of every sales system is to develop and nurture a handful of ‘partners.’ These are customers who are so committed to you that they form the foundation of your revenue. Let’s unpack this. What’s a partner? A partner is a client who has developed an...
by Dave Kahle | May 27, 2017 | Personal Improvement, Professional B2B salespeople, Sales Managers/Sales Leaders, Sales practices & strategies
The world is full of B2B 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...
by Dave Kahle | Mar 24, 2017 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
I wish I had a dollar for every time I was asked that question in a sales training session. It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers — too many for just one...
by Dave Kahle | Jan 18, 2017 | Personal Improvement, Sales practices & strategies, 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 Dave Kahle | Dec 20, 2016 | Personal Improvement, Professional B2B salespeople
Does this sound familiar? You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago. Welcome to the compressed, chaotic job that is the life of...
