by Dave Kahle | Nov 17, 2020 | Professional B2B salespeople, Sales practices & strategies
Q. Sales Quotes – A prospective client seems interested but never gets back to you. A. I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?” Following up on sales quotes is one of the most common...
by Dave Kahle | Nov 3, 2020 | Professional B2B salespeople
I’ve been pondering an email I recently received; a young salesperson described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down were wearing on...
by Dave Kahle | Oct 27, 2020 | Professional B2B salespeople
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other type of salesperson. You must build relationships that provide you a...
by Dave Kahle | Oct 21, 2020 | Professional B2B salespeople, 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...
by Dave Kahle | Oct 19, 2020 | Uncategorized
I’m afraid for the future of our country because it appears we are afraid to think. It’s not just Covid-19 and the reaction to it. And it is not just the recent riots and looting. It’s much deeper than that. I’m afraid because I believe that the discipline of...