by Dave Kahle | Feb 2, 2023 | Growth-Significance
by Dave Kahle For most of my life, I’ve been driven by a desire to make a difference. For most of my life that motivation was lurking below the surface, taking up significant space in my sub-conscious and subliminally prodding my thoughts and actions. Sometimes that...
by Dave Kahle | Feb 1, 2023 | Miscellaneous
by Dave Kahle I’ve trained B2B sales forces for 30 years. In that time, I’ve had ample opportunity to interact with literally thousands of sales managers. The position is often the least well organized in the entire sales department. Job descriptions are sketchy,...
by Dave Kahle | Jan 5, 2023 | Sales-Miscellaneous
by Dave Kahle A best practice for salespeople by Dave Kahle Best Practice #25: Maintains good records about customers by using an ‘account profile’ and ‘personal profiles’ for every account. It is the Information Age. And that means that wise and effective...
by Dave Kahle | Jan 5, 2023 | Miscellaneous
by Dave Kahle Question and Answer:Manage A Salesforce that is Not Manageable? Q. I’m frustrated. My sales force just doesn’t seem to be motivated. They agree with me at sales meetings, but then don’t follow through. Any ideas? A. Yes. I just had a...
by Dave Kahle | Nov 22, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Q. How do you make in-roads with a prospect who is happy with another supplier, who is providing a similar product at a lower price? Product is lower quality, but perceived as the same. ...
