I sell advertising for a local newspaper. In our pay plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a salary plus...
Over the past 30 years, while working with tens of thousands of B2B salespeople, I have observed that certain beliefs can significantly hinder a salesperson’s development. One of the most common and detrimental beliefs is the sentiment of “I knew that.” Let me explain...
The consequences are too great One of the 25 Most Important Lessons I’ve Learned By Dave Kahle Recently, one of my clients suggested that I compile a series of posts highlighting the most important lessons I’ve learned during my 30-year career as a consultant, during...
In the B2B world, you do better focusing on fewer – One of the 25 Most Important Lessons I’ve Learned By Dave Kahle Earlier in my career, I held seven sales positions between the ages of 18 and 34. My final role was with a hospital supplies distributor, where I...
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