Sales Execution and Performance
By Dave Kahle One of the most debilitating myths about the sales profession is that sales people can learn on their own, on the job, and eventually become good at their jobs. This myth implies they’ll eventually develop their own style, and that will bring them the maximum results. That myth is true for about five percent of the sales…
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Best Practice # 17: Understands the science of making good first impressions, and uses specific techniques to get the relationship off to a good start.
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Best Practice #40: Has a system for planning work, and uses strategic planning tools for each account. By Dave Kahle
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This is a best practice for sales people by Dave Kahle, author and leading sales educator. Article by Dave Kahle This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the…
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According to industry reports… More than 41% of all small to mid-sized U.S. businesses reported that their sales and marketing efforts fell short of achieving their Q1 revenue goals. “This is nothing new.” says Larry Caretsky, president of CRM solution provider Commence Corporation. “I think the biggest challenge facing small to mid-size companies today is dealing with the…
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