Best Sales Practices
The value-added sales call, an article for B2B and wholesale distributor sales people by Dave Kahle.
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In your drive to get to the decision maker, make sure you engage others who may play a bigger role in the decision than you think.
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Dave Kahle’s answer to sales manager’s question on how to make customer service people more proactive.
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Best Practice #40: Has a system for planning work, and uses strategic planning tools for each account. By Dave Kahle
Read More Sales professionals have a tough job. While constantly under pressure to make their monthly or quarterly sales numbers they have to deal with prospects that – well don’t always represent their position of authority or their company’s requirements accurately. You know the story. How many times have you been told that someone is the decision maker, only to learn later…
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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…
Read More A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. There is, in the world of professional salespeople, a significant group of salespeople who cringe at the prospect of someone working with them, and who shun every such opportunity. These salespeople are more comfortable in anonymity. They want to exist under the radar screen…
Read More 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 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 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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