Sales Training
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…
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. 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. …
Read More 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…
Read More 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…
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle Q: How often should a sales manager visit the customers? A. There are a couple of ways to answer the question. From one perspective, you need to have your own relationship with the good customers in your area of responsibility. There are several…
Read More A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. Only one out of every twenty salespeople has invested $20.00 or more of their own money on their improvement in the last twelve months. Amazing, isn’t it? In a world that demands ever-improving productivity, the overwhelming majority of salespeople are content with their personal…
Read MoreThis is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle Article By Dave Kahle “He has the gift of gab. He’ll make a good sales person.” It’s been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. If you are…
Read More The Promise of CRM Online Software “…no CRM system alone is going to fix a sales team that has no sales process, no management and no direction.” Sales is a tough game and getting harder and harder in this troubled economy. For sales people it seems like the competition will do almost anything to win business. This is why it…
Read More Does your monthly Sales Forecast keep coming up short? Here is an easy way to fix it.
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle Q. How would you suggest I respond when a customer gets abusive and uses profanity with me? A. That’s a difficult call. I have had only a couple of these experiences in my career. Let me do a little…
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