Building Customer Relationships
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 Building quality customer relationships is critical to maximizing the lifetime value of your customers and with the right customer management software this doesn’t have to be a chore.
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. I worked on a large bid for a company with which I had relationships in the past. I knew that we could do a great job for them but I also knew the buyer in charge of…
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 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. By Dave Kahle Q. I have long enjoyed your articles. I am in my second year of being a full commission salesman and wanted to get your advice. When I make an onsite visit or pick…
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A Best Practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople understand that the more comfortable the customer is with their company, the less risk the customer perceives there to be in dealing with them, and the more likely it is that the customer will prefer their company as…
Read More You’re a small to midsize business with automated systems for accounting, but when it comes to managing sales and customer relationships you’re using a dated contact manager or an excel spreadsheet. If this sounds like you, it’s time to consider investing in CRM software. Today there are dozens of CRM systems available for small to midsize companies and they can…
Read More Below is the latest customer relationship management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle You have made a call or two on a prospect, qualified them, and rate them as high potential. The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s…
Read More This is a Sales Question and Answer article about sales best practices from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. What do I do when my goals don’t match the company’s goals for me? A. I can look at this is in two ways – expressing two different situations. In…
Read MoreThis is a Sales Question and Answer article about customer relationship management from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. How do I ensure that I get the last look in a competitive bid situation? A. This is a question that I’m often asked. In a lot of…
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