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Dave Kahle's Blog

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Apr.02.2014
(Excerpted from Chapter Four from Take Your Sales Performance Up-a-Notch) By Dave Kahle         Here's one of the foundational principles for sales success: You'll always be more effective if you think about what you do before you do it.     ...
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Feb.03.2014
         So, you have created a customer, you've actually sold something, and you have some money in the bank.           Before you become too enraptured with yourself, let me remind that you are not finished....
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Jan.07.2014
 "My customers seem to have less time available for me than before.  They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied.  What can I do about this?” It may be that the problem is you.  You may be irritating and abrasive, and...
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Mar.13.2013
I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he has so many competing responsibilities; it is difficult to spend time with his sales team.  Sound familiar?  It should.  I have heard that idea expressed countless times by...
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Feb.04.2013
I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he has so many competing responsibilities; it is difficult to spend time with his sales team.  Sound familiar?  It should.  I have heard that idea expressed countless times by...
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Dec.06.2012
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts.  Key accounts are different than the ordinary, and require some more sophisticated skills and strategies.  Here are four fundamentals for effectively penetrating key accounts...
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Oct.30.2012
Q.  How often should a sales manager visit the customers?               A.  There are a couple of ways to answer the question.  From one perspective, you need to have your own relationship with the good customers in your...
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Sep.28.2012
Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me?   A.  That's a difficult call.  I have had only a couple of these experiences in my career.  Let me do a little thinking out loud (or as it may be, on the computer.) First, let's...
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Sep.17.2012
The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard.  That's one of the reasons why they are the best. We know that sophisticated routine work is best accomplished by implementing effective systems.  McDonald's, for example, didn't...
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Sep.03.2012
Sometimes it is so frustrating.  You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding.  If the prospect would switch to your solution, you know they'd be delighted.  You'd save them money, smooth...
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Jul.12.2012
The job of the sales person is always a bit of a balancing act.  On one hand, we continually cruise our territory to see what opportunities look the most promising.  We're constantly scanning the account base to identify that to which we should react.  On the other hand, we also need...
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Jul.05.2012
Q.  Help!  I'm so frustrated.  I just attended a "sales training” program that never addressed the real issues that I have to deal with every day.  What causes me problems is not my lack of sales ability, it is my company's back orders, the lack of responsiveness and competence...
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Jun.28.2012
It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning.  I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude that the typical sales...
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Jun.18.2012
            I was speaking to a group of professional sales people in Johannesburg, South Africa, on the subject of integrity in business.  At dinner later in the evening, my host, who had been sitting in the audience, sheepishly shared...
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Jun.04.2012
Q.  I have long enjoyed your articles.  I am in my second year of being a full commission salesman and wanted to get your advice.  When I make an onsite call or pick up the 500 pound phone and call the customer, I feel like I am begging for work… asking the headmaster for...
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