by Dave Kahle | Jun 8, 2021 | Leadership-Sales Force
As a veteran sales trainer, I’ve often wrestled with this question: Why is it that some salespeople do so much better, in the long run than others of equal skill and competency? I’ve identified a number of reasons for that. Probably the most powerful and pervasive...
by Dave Kahle | Jun 3, 2021 | Leadership-General
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
by Dave Kahle | Jun 1, 2021 | Leadership-Sales Force
Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off. There are a number of ways to deal with this. ...
by Dave Kahle | May 28, 2021 | Christian-Leadership
I just received a notice to upgrade one of my software programs from version 7.9.1 to the latest – version 7.9.2. You know the drill, as it happens almost daily. Log in to your computer and you’re almost immediately confronted with the latest upgrades. ‘Click here to...
by Dave Kahle | Apr 16, 2021 | Leadership-Sales Force
The world is full of B2B salespeople who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that salespeople hide behind to keep from...
