Sales Effectiveness
At its most fundamental level, business is always and only about three things: Money, people, and systems. There is a huge body of content revolving around money in business. Lots of books have been written and consultants’ careers advanced in the pursuit of wiser use of money. A whole population of professionals – bookkeepers, accountants, and CPA’s — have come…
Read More“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 past 25 years, and answered this way: “No. I’ve worked with over 400 businesses, and in that pack there were lots of different business models. What I’ve seen is that…
Read MoreThis is a Sales Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Q. In a situation where I have made contact with the decision maker, I have provided samples and prices but it needs to go to the prospects’ quality control department. Assuming that I have not been able to pre-schedule an in-person appointment…
Read MoreOver the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number four of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Four: Poor questioning This is a…
Read MoreBy Dave Kahle “I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. Any suggestions?” This is one of those rarely voiced issues that every sales person confronts sooner or later. The job of the sales person produces an emotional roller coaster, and unless you…
Read MoreProfessional sales tips by Larry Caretsky. All it takes is seconds for people to start forming a picture of who you are. Make sure they like what they see. Read more: First Impressions: 5 Things Not to Screw Up | Inc.com Image “Business woman shaking hands with a client” courtesy of stockimages/FreeDigitalPhotos.net
Read MoreThis is a best practice for sales people by Dave Kahle, author and leading sales educator. I’ve been pondering an email I recently received. In it, the young sales person described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down…
Read MoreHow do you deal a salesperson or new hire who thinks they deserve it all now, and are not willing to work hard for their pay?
Read MoreThis is a best practice for sales people by Dave Kahle, author and leading sales educator. “This would be a great business if it weren’t for the competition!” Unfortunately, the existence of the competition impacts every industry, every business and every sales position. What the competition does or does not do can make a dramatic impact upon a company and…
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