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Dave Kahle Articles

Written by: Dave Kahle

Creating A Powerful Sales Plan - Click To Read Article
One of the ways to ensure that you make good decisions about your selling time is to create a comprehensive sales plan. What’s a sales plan? A written, thoughtful set of decisions about the most effective things you can do. A sales plan should be the result of some good thinking, wherein you analyze and prioritize a number of different aspects of your job.

What can we learn from the best sales people? - Click To Read Article
Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way? A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes! In fact, the best sales people excel at the same things. Here are the top five practices of the very best sales people.

The Three Biggest Mistakes in Sales Presentations - Click To Read Article
The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time when he offers the customer something to buy. Without the sales presentation, there can be no sale. It is, then, the foundational step in the sales process. Everything that happens before is in preparation for the presentation, and everything that happens afterward is a result of the presentation. Alas, that is not the case. Left to learn on their own, many sales people make the same mistakes over and over again. Here are the three most commonly made sales presentation mistakes.

Is There a Right Time for Sales Training? - Click To Read Article
Probably the number one reason sales managers don't provide sales training for their teams is "the timing just isn't right." Why is it that some companies, regardless of the press of the urgent and the demands of the customers, find time to provide regular training and development opportunities for their sales force, and others, in the same industry, just can't make the time? The answer really does not lie in the ebb and flow of "things to do." Nor does it lie in the open spaces of the calendar - if only you could find some empty days, you could slot in a sales training event. The answer does not lie in the world of stuff outside of ourselves that so occupies our time and attention. Rather, the answer lies inside ourselves and our organizations - in our attitudes, our values and our corporate culture.

What's a professional sales person? - Click To Read Article
I often hear my clients lament that they wish they had a more professional sales force. That idea of a "professional sales force" gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing? Here's one person's opinion.

Pre-Call Touch: A Creative Way to Make Prospecting Appointments - Click To Read Article
Here's a situation. You have created a list of 20 highly qualified prospects. You've researched them, and you know that these 20 people hold your prosperity in their hands. But they don't know you, have never spoken to you, and aren't inclined to drop everything and see you. How do you get to see them? You can do what everyone else does. Send them an email. Maybe leave a voice mail message. Then be really frustrated that no one calls back. Or, you can do something a bit different, and much more creative.

Popcorn and Other Marketing Mistakes In a Changing Economy - Click To Read Article
Ten years of competitive hell! That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they effect my clients, I have to agree. The Information Age is certainly one of the most turbulent times business people have ever seen. And the force causing the greatest turbulence is rapid, unrelenting change. Consider this. In 1900, the total amount of knowledge that mankind had was doubling about every 500 years. Today, it doubles about every two years. And the pace continues to increase. One futurist predicts that today's high school seniors will have to absorb more information in their final year alone than their grandparents did in their entire life.

Sales Best Practices: Maintain a good filing system, with all the useful information readily available. - Click To Read Article
Not being organized is a crippling excuse to being successful in sales. Renowned sales trainer Dave Kahle discusses how to improve your organizational skills in this best sales practices article.

Sales Best Practices: Systematically pursues - Click To Read Article
Being a successful salesperson requires you take a different mindset, and this article from sales guru Dave Kahle takes a look at finding that right mindset. This is one part of an ongoing series of Sales Best Practices articles.





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