by Dave Kahle | Aug 5, 2020 | Professional B2B salespeople, Sales practices & strategies
Change We’re living in incredibly turbulent times. Many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring of this uncertainty lies in one of the unique characteristics of the times in which we live –...
by Dave Kahle | Jul 21, 2020 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is the lowest price the...
by Dave Kahle | Jul 16, 2020 | Professional B2B salespeople, Sales practices & strategies
Question: The thing that distinguishes us from our competition is service. How do I make our service more tangible to our customers? Answer: This is a great question because it is so common. Let’s put it into perspective. Believe it or not, almost every company I...
by Dave Kahle | Jul 7, 2020 | Professional B2B salespeople, Sales practices & strategies
All too often, salespeople are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem or some paperwork to which you need to attend. They find themselves busily pursuing an agenda created by other people. They are busy, but too...
by Dave Kahle | Jun 15, 2020 | Professional B2B salespeople, Sales practices & strategies
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing?...
by Dave Kahle | Jun 2, 2020 | Sales Force Issues, Sales practices & strategies
In this rapidly changing world, new sources of competition surface continually. Many manufacturers have shown an increasing tendency to take the best customers direct and compete with distribution for the largest customers. In many places, competition among...
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