by Dave Kahle | Oct 4, 2020 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales practices & strategies
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...
by Dave Kahle | Jun 4, 2020 | Entrepreneurs & Executives
Most leaders understand that the world is changing rapidly. The actual details are even more terrifying than that which we intuitively sense. A possible solution to help you lead your organization through change is to implement a regular SCAN meeting into your...
by Dave Kahle | Jul 26, 2018 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Managers/Sales Leaders
Q. My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? A. Implementing change is always difficult....
by Dave Kahle | Jan 6, 2017 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
Field salespeople have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day. The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...
by Dave Kahle | Mar 30, 2015 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Force Issues
How do you effectively and consistently grow your business? When it comes to “what not to do,” here’s a common practice – “Popcorn.” Imagine kernels of popcorn simmering in hot oil in the bottom of an old-fashioned popcorn popper. As the heat grows, one of the...
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