B2B Sales

The New Reality of B2B Sales

Are Outside Salespeople Obsolete?

By Dave Kahle / June 16, 2021

This week, one of my clients asked me this: “Are outside salespeople obsolete?”  He is the CEO of a distributor who specializes in automation equipment.  He had just lost three field salespeople and was thinking about replacing them.  “What kind of person should I look for,” he asked, “in light of the recent and radical changes in the economy?” While his need…

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Step out of your day-to-day world and take a big picture, 10,000 feet high view. - Dave Kahle

Any advice for a sales person in this economy?

By CommenceCRM / April 19, 2017

It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy?

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Sales Best Practice #23 – Makes persuasive presentations

By CommenceCRM / March 25, 2015

A best practice for salespeople by Dave Kahle. Best Practice #23: Routinely makes powerful persuasive presentations. In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. That included memorizing two five-page, single-spaced sales presentations, presenting them to the sales training class, critiquing the video-taped playback of…

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Myths of B2B Sales #1 – Great Relationships

By Dave Kahle / March 16, 2015

The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from exposing the weakness in their sales skills. Here’s how it works. An experienced sales person believes…

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Sales Best Practice #15 – Quantity of Presentations

By CommenceCRM / March 2, 2015

A best practice for sales people from Dave Kahle Best Practice #15: Regularly makes a sufficient quantity of presentations for the products, services and programs that we sell. By Dave Kahle “You’ve got to show it in order to sell it.” That simple advice given to me decades ago by a wise sales manager seems so simple and common sense.…

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Sales Best Practice: The science of making good first impressions

By CommenceCRM / March 17, 2014

Best Practice # 17: Understands the science of making good first impressions, and uses specific techniques to get the relationship off to a good start.

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Sales Q&A #30 – Getting an appointment

By CommenceCRM / January 29, 2014

Getting an appointment, a question and answer for sales people by Dave Kahle.

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Best Practice #10 – Makes good use of tools provided by the company

By CommenceCRM / January 17, 2014

A best practice for salespeople by Dave Kahle. I just rode with two sales people for one of my clients. One of them went off with only the address of the company in his head. He took nothing into the sales call, and took no notes afterward. The other had looked up each call in the company’s CRM system, and…

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Leveraging Satisfaction to Build Customer Relationships

By Dave Kahle / December 5, 2013

How to follow up on a sale, an article for B2B and wholesale distributor sales people by Dave Kahle.

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One of the Emerging New Rules for Sales: The Value-Added Sales Call

By CommenceCRM / November 12, 2013

The value-added sales call, an article for B2B and wholesale distributor sales people by Dave Kahle.

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