Mar 25, 2025
One of the best ways to supercharge your personal development is to set goals. In this post, I reply to a question about goal setting for personal improvement, with guidelines for every sales executive.
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Dave Kahle’s goal is to provide sales leaders...
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...