Mar 18, 2025
Every professional and field salesperson must deal with discouragement when something goes poorly. The challenge is to keep motivated, even in the face of adversity. Here’s a proven three-step process to help you.
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Dave Kahle’s goal is...
Mar 11, 2025
How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and, therefore, resort to discounting. Here’s a proven, effective approach.
Mar 4, 2025
Which of these two choices is more likely to result in an effective salesperson:
- Hiring someone with technical expertise or industry experience and training them to become a salesperson
- Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job?
Join me as I...
Feb 25, 2025
We often get so caught up in the details of a sale and quantity of transactions that we fail to regard the value of our customers. Sales is about people, not money. By giving an economic value to every customer it lifts them up in our radar screen and provides important information to help make decisions about sales...
Feb 18, 2025
There are lots of things you can do to improve your sales - both individually as well as corporately. However, one initiative rises to the top as the one that will make the biggest impact on a person's and a company's sales productivity. In this podcast, I answer a sales manager's question, and detail the...