by Dave Kahle | Jan 12, 2017 | Professional B2B salespeople, Sales practices & strategies
I just fired my accountants. They really hadn’t done anything wrong. They were responsive when I called. They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely. Their prices were fair. They conducted...
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 | Sep 20, 2016 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
Good time management for sales people has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I’ve seen...
by Dave Kahle | Sep 10, 2016 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother. So it is when two people interact with each other....
by Dave Kahle | Sep 1, 2016 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
Better Sales Questions Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. ...