Q & A for Sales Leaders: Communicate Expectations
by Dave Kahle
Sales Leaders need to communicate expectations of their salespersons directly to them. It should not be a secret. It should also not be a matter of negotiation. If you have not given clear and specific expectations, the salespeople will default to what feels comfortable to them. So, they’ll be in the office doing their quotes, sourcing product and making phone calls. If you haven’t told them what you want, they will also fill that time with other things, and some of that involves you, the sales leader! A branch manager asked: I have six sales reps and no sales manager….
Is Your Shoestring Marketing Budget Keeping You from Moving Forward?
by CommenceCRM
Small to midsize businesses are struggling to build Top of Mind Awareness (TOMA) and execute a consistent marketing strategy that promotes their product or service and generates new business. There…
Are You Ready for The Age of Turmoil?
by Dave Kahle
We all have a sense that things are changing rapidly these days. It is more serious than that. We have entered into the Age of Turmoil and our ability to…
How Important is Having a Marketing Plan?
by CommenceCRM
Ask any executive or owner of a company and they will probably tell you that marketing is a key component of their business and the driver of brand awareness and…
What Happened to Character?
by Dave Kahle
In a recent training session, I recommended to a group of sales managers that they hire their next salesperson on the basis of that person’s character, rather than his/her skill,…
Navigating Complexity In a Rapidly Changing World – An Analogy
by Dave Kahle
I just received a notice to upgrade one of my software programs from version 7.9.1 to the latest – version 7.9.2. You know the drill, as it happens almost daily….
Commence Corporation Addresses Small Business Marketing Challenge
by CommenceCRM
Running a small to mid-size business is no easy task and when it comes to generating new business things can often get harder. That’s because producing new business opportunities requires…
Commence – Best All in One Lead Generation Service
by CommenceCRM
If you are a small to mid-size company, you have probably been bombarded by e-mails pitching lead generation services. It is a booming market because every company, large or small,…
It is Time to Invest in Customer Profile Software
by CommenceCRM
Customer profiling software programs continue to evolve and now enable companies with the ability to capture vital information about customers such as their buying habits, latest purchases, and the…
How well does your organization learn?
by Dave Kahle
What may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly…
Five Ways to Prevent the Price Objection
by Dave Kahle
“Your price is too high!” The infamous price objection. Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will…