Sales Training
This is a best practice for sales people by Dave Kahle, author and leading sales educator. Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you suspect may one day do business with you. They aren’t yet prospects, because you don’t know if they have a legitimate need for what…
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The most basic function of any sales manager is to make sure that their sales team is doing the things that they need to be in order to be successful. Sales managers should keep their eye on certain statistics that will give them valuable information about the performance of their team. These statistics can range from activity tracking, response time,…
Read More 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. Q. Dave, I’m interested in what you would recommend for a subscription to a monthly sales magazine and a sales improvement seminar. A. You have touched one of my hot-buttons with this question. So, forgive me…
Read More A best practice for sales people by Dave Kahle, author and leading sales educator. There are several very common temptations that routinely present themselves to the field salesperson. One is to become too reactive. When you succumb to this temptation, you eventually default to a mindset that sees your job as essentially being your customer’s gofer. You determine where to go…
Read More This is a best practice for sales people by Dave Kahle, author and leading sales educator. Article by Dave Kahle This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the…
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Breaking the ice with new customers is based on the initial meeting or point of contact. With that, it is important to have an understanding of the prospect’s purpose and goals. Preparation and planning for that initial meeting is imperative. Although we use the word ‘meet’ to describe our first contact with new clients and others, what really matters is…
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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. Q. What are your views on dress? Does it matter? A. Sure it matters. Everything that you say and do matters. Dress can be a powerful part of your persona. On one hand, how you dress…
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Your online reputation is what people use to decide whether or not they want to do business with you. So when they Google you, what do they see?
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As a sales manager when I get together with some of my colleagues the conversation is often centered on what deals each of our teams has closed. My colleagues seem focused on the size of the deal or the number of deals coming in. One day I decided to ask a question that seemed to confuse them all: where do…
Read More Commence Corporation, a leading provider of online CRM software, has teamed up with Dave Kahle of the Kahle Way sales system to provide customers with a winning formula for improving sales execution and performance. Start with a top rated CRM solution for contact and account management, lead management, sales opportunity and pipeline management, sales reporting and sales workflow automation. Complement…
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