Improve Sales Effectiveness
When it comes to what it means to “be yourself,” I can make a good case that it means your values, beliefs and world view – the deeper layers.
Read More A best practice for sales people by Dave Kahle, author and leading sales educator. It’s so easy to become complacent and satisfied with our “relational comfort zones.” Those are defined by the people with whom we have developed comfortable relationships, who can be counted upon to see us and spend some time with us. These people make us feel comfortable.…
Read More Self-directed learning is the ability to absorb new information about the world, and to change one’s behavior in positive ways in response to it.
Read More Customer Relationship Management is all about maximizing the long term business relationship with your customers. In order to do this you need to ensure that you become efficient with how you market, sell and provide service to your customers. The problem here is that this is a significant challenge for most small to mid-size businesses, who often do not have…
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 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 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 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…
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