Best Sales People
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 Managing and qualifying leads is a serious matter in today’s highly competitive market. Poor lead qualification means that your highest cost resource (i.e. your sales team) is spending valuable time and money on sales opportunities that either never close because they were poorly qualified or if they do close, they do not return the margin you need to stay in…
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 This is a best practice for sales people by guest poster Erica Bell. Now, you’re probably thinking you’ve heard this many times before – how being persistent while on a call or making a pitch can improve your results. However, this article isn’t just about being persistent; it isn’t enough to just keep trying. Continuing your sales efforts at the right time and…
Read More A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard. That’s one of the reasons why they are the best. We know that sophisticated routine work is best accomplished by implementing effective systems. McDonald’s, for example, didn’t get to…
Read More A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle “Mañana.” It will wait until tomorrow. There are times when it is so tempting to tell yourself that, and to actually believe it. Clearly, sometimes it is true. However, when we continually put off for tomorrow those things that could and…
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. There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation…
Read More A best practice for sales people by Dave Kahle, author and leading sales educator. By Dave Kahle The job of the sales person is always a bit of a balancing act. On one hand, we continually cruise our territory to see what opportunities look the most promising. We’re constantly scanning the account base to identify that to which we should…
Read More A best practice for sales management by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that,…
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