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...
by Dave Kahle | Jul 26, 2016 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
How do I sell to an account that is firmly in the hands of a competitor – an impenetrable account? In one form or another, I hear that question at almost every sales seminar I teach. It’s a great question, reflecting one of the most perplexing and frustrating...
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