Sales Training
By Dave Kahle Focus, focus, focus. That is the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many…
Read MoreSales management tips on BusinessNewsDaily.com Excerpt below: Inspiring optimism in your sales team isn’t always easy, but you can do it with the right techniques. Caretsky shares three tips for helping your team take the “glass half full” approach to its work. Retrain worn-down employees. Constant rejection when making a few dozen calls a day can take its toll on…
Read MoreA best practice for salespeople by Dave Kahle. I just rode with two sales people for one of my clients. One of them went off with only the address of the company in his head. He took nothing into the sales call, and took no notes afterward. The other had looked up each call in the company’s CRM system, and…
Read MoreThe value-added sales call, an article for B2B and wholesale distributor sales people by Dave Kahle.
Read MoreDave Kahle’s answer to sales manager’s question on how to make customer service people more proactive.
Read MoreAs an executive I get sales calls every day. If I answered even half of them I would not get anything done. What is a bit perplexing however is how few of these sales representatives ever call back. It’s as if they have already determined that since I did not take their initial call I have no interest. I may…
Read MoreThis is a best practice for sales people by Dave Kahle, author and leading sales educator. I’ve been pondering an email I recently received. In it, the young sales person described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down…
Read MoreSales 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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