One area of business that is important to manage is prioritizing customers and prospects. Fortunately, it’s also the area of a sales job that will make the biggest impact on sales performance. From my personal experience as a salesperson for 30+ years, plus my...
Excerpted from 11 Secrets of Time Management for Sales People by Dave Kahle. Copyright Career Press. Picture the way a sailboat operates. Its majestic sails catch the wind and power the boat forward. But if a sailboat were only equipped with sails, it would be...
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...
Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will...
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