Dave Kahle

4 Fundamentals of Key Account Selling

Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than...

The Hidden Path to Sales Success

In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people, and worked with literally hundreds of...

Best Practice #47: Understands, and is guided by, an effective sales process.

All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or...

Nine Tips for Dealing with Angry and Difficult Customers

No one looks forward to an encounter with an angry or difficult customer.  Most of us can't help but feel emotionally impacted by an...

Q. You’ve said on several occasions that the most important part of my job...

A. So many of these answers begin with the phrase "it depends." This is another one of them. The amount of time and money...

BP #45: Listens constructively.

A study of the behavioral characteristics of the best sales people was published a few years ago. One of the not-so-surprising conclusions was this:...

Best Practice #44: Is good at asking questions as a means of facilitating every...

A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was...

Best Practice #34: Prepares better sales questions for every important sales call.

The single most powerful tool that a sales person has is a well-phrased, appropriately asked question. Nothing else compares to the impact a good...

The Ultimate Survival Skill for the New Economy

We're living in incredibly turbulent times. In spite of newspaper headlines proclaiming growing employment and a slowly growing economy, many business people admit to...

What’s a Professional Salesperson?

I often hear my clients lament that they wish they had...

Pre-Call Touch: A creative way to make prospecting appointments

Here's a situation. You have created a list of 20 highly qualified prospects. You've researched them, and you know that these 20...

Popcorn and Other Marketing Mistakes in a Changing Economy

Ten years of competitive hell! That was the title on the seminar brochure I received recently. As I survey some of the forces flowing...

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