Dave Kahle
Dave Kahle has trained tens of thousands of B2B sales people and sales managers to be more effective in the 21st Century economy. He's authored nine books, and presented in 47 states and seven countries.
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than...
In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people, and worked with literally hundreds of...
All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or...
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...
A. So many of these answers begin with the phrase "it depends." This is another one of them. The amount of time and money...
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:...
A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was...
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...
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...
I often hear my clients lament that they wish they had...
Here's a situation. You have created a list of 20 highly qualified prospects. You've researched them, and you know that these 20...
Ten years of competitive hell! That was the title on the seminar brochure I received recently. As I survey some of the forces flowing...