Sales Training

The Question is the Key

By CommenceCRM / November 12, 2014

By Dave Kahle Focus, focus, focus. That is the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many…

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Selling Confidence: How Optimism Can Bolster Your Sales Team

By CommenceCRM / July 31, 2014

Sales management tips on BusinessNewsDaily.com Excerpt below: Inspiring optimism in your sales team isn’t always easy, but you can do it with the right techniques. Caretsky shares three tips for helping your team take the “glass half full” approach to its work. Retrain worn-down employees. Constant rejection when making a few dozen calls a day can take its toll on…

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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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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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Sales Q&A #27 – How do you get inside sales to be proactive?

By CommenceCRM / September 30, 2013

Dave Kahle’s answer to sales manager’s question on how to make customer service people more proactive.

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Persistence is Key to Winning Sales

By CommenceCRM / September 19, 2013

As an executive I get sales calls every day. If I answered even half of them I would not get anything done. What is a bit perplexing however is how few of these sales representatives ever call back. It’s as if they have already determined that since I did not take their initial call I have no interest. I may…

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How to get up when you’re down

By Dave Kahle / August 27, 2013

This 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…

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Sales Tips for Getting Around Two Difficult Situations

By CommenceCRM / July 31, 2013

Sales professionals have a tough job. While constantly under pressure to make their monthly or quarterly sales numbers they have to deal with prospects that – well don’t always represent their position of authority or their company’s requirements accurately. You know the story. How many times have you been told that someone is the decision maker, only to learn later…

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