Month: December 2012
A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. “Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field sales person’s modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many sales people subscribe to the theory that any activity is good…
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This is a Sales Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Article By Dave Kahle Q. Are sales people made or born? A. I field this question, in one form or other, in almost every seminar I do. Just heard it again yesterday in relationship to the competency of building relationships. …
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A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. Maintains good records about customers by using an ‘account profile’ and ‘personal profiles’ for every account. It is the Information Age. That means wise and effective sales people collect, store and use good information about their customers and prospects. That information provides the salesperson…
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The mobile device market is booming. 2012 will be the year that mobile devices, specifically tablets, end up as holiday gifts for more people than ever before. While many of these tablets will be used mainly as social media devices, more and more companies are beginning to outfit their field sales and service personnel with tablets for business use. What…
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This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle The problem with relationships By Dave Kahle In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can be of utmost importance. It doesn’t take long in the business to understand that…
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