Spend Sales Dollars Wisely – Using Key Economic Measurements to Transform Your Sales System
by Dave Kahle
Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at hand. However, very few decision makers dig deeper. And that means that significant information is never uncovered, and decisions are made on…
Are Significant Businesses the Solution to our Current Malaise?
by Dave Kahle
By now, every reasonably well-informed, thoughtful adult realizes that we are in unprecedented times. In case you’ve missed it, here’s a bullet list of some of the currents moving through…
Should You Outsource Your Marketing?
by CommenceCRM
Small to mid-size businesses often need assistance when it comes to marketing. Building brand awareness and generating more new business opportunities can be a significant challenge for these companies because…
Top Choice Lead Generation Services for Small to Midsize Companies
by CommenceCRM
Every company wants and needs new business opportunities to fuel their growth. The good news is that there are a myriad of companies that offer an array of lead…
Business Model or Leadership Character?
by Dave Kahle
“Is there one business model that you would recommend to a budding entrepreneur?” That was the question a young man asked me recently. I reflected for a moment over the…
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…
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….