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  Category: Articles » Articles by Author » Author: Dave Kahle
Results 1 - 12 of 12 [1 Pages]  
1.The Ultimate Survival Skill for the Information Age
We're living in incredibly turbulent times. The well spring of this uncertainty lies in one of the characteristics of the newly-arrived Information Age. Business people are being buffeted by an increasingly rapid rate of change. Consider this. In ...
[Added: 11 Apr 2006   Hits: 320   Words: 1918]

2.Salespeople: Position Yourselves with Power
His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old stubble framed his face. He was wearing a dark colored tee shirt, which he hadn't ...
[Added: 07 Mar 2006   Hits: 349   Words: 2021]

3.Frustrated With Your Company's Inability To Develop New Customers? Try A Sales Blitz.
One of the most common complaints I hear from my clients is this: "I can't seem to motivate the salespeople to call on prospects and develop them into new customers." There is a relatively simple, fun and inexpensive way to remedy this situation. It's called a sales ...
[Added: 03 Feb 2006   Hits: 296   Words: 1430]

4.Myths of Sales Management: The Entrepreneurial Salesperson
I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free ...
[Added: 06 Jan 2006   Hits: 318   Words: 1099]

5.How Sharp is Your Sales Structure?
How can I get greater productivity out of my salespeople? In one form or another, that's a question every owner and sales manager ponders regularly. As a sales trainer and consultant, it is the basic question ...
[Added: 30 Nov 2005   Hits: 486   Words: 2019]

6.How Can I Sell More When I Have So Much To Do?
That's a question I'm often asked whenever I'm talking to a group of salespeople. I'm sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer problems to solve, meetings to attend, inside people to cojole, managers ...
[Added: 10 Nov 2005   Hits: 353   Words: 947]

7.The Three Most Common Mistakes Sales Managers Make
In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager ...
[Added: 26 Sep 2005   Hits: 320   Words: 1807]

8.Strategic Planning for Salespeople
"Ready, shoot, aim." Unfortunately, that's the all too common description of the field salesperson's modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good ...
[Added: 05 Aug 2005   Hits: 507   Words: 1978]

9.Value-added Selling?
"Value-added." That word is used so much it has become a cliche in business circles. There may not be a business in the world that doesn't claim to be a "value-added" seller. The problem ...
[Added: 27 Jul 2005   Hits: 205   Words: 1129]

10.Is Integrity a Sales Strategy?
I was speaking to a group of professional sales people in Johannesburg, South Africa, on the subject of integrity in business. At dinner later in the evening, my host, who had been sitting in the audience, ...
[Added: 12 Jul 2005   Hits: 276   Words: 1378]

11.What's a Professional Sales Manager?
I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for ...
[Added: 30 Jun 2005   Hits: 171   Words: 2202]

12.Accepting Responsibility for Your Sales Success
Accepting Responsibility for Your Sales Success Copyright 2005 by Dave Kahle That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be ...
[Added: 07 Jun 2005   Hits: 282   Words: 1692]