| 1. |
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Thinking About Sales: On Entertaining Your Customers by Dave Kahle |
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How much time should I spend entertaining my customers? Good
question. The practice of entertaining customers is one of those
issues that needs to be rethought. |
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Distributed: 2007-04-13 11:24:00 |
Word Count: 1178 |
Page Views: 3385 |
Votes: 10 |
Rating: 2.20 |
| 2. |
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Characteristics Of A Successful Professional: A Propensity To Take Risks by Dave Kahle |
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What sets the exceptional professional apart from the average?
Regardless of what the profession, from sales to psychiatry, the
exceptional professionals share certain characteristics. Here's
one: The propensity to take risks. |
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Distributed: 2007-03-20 11:00:00 |
Word Count: 708 |
Page Views: 5573 |
Votes: 9 |
Rating: 2.00 |
| 3. |
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Learning About Your Competition by Dave Kahle |
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'I'm concerned about what my competition may be doing. I know I
should be aware of what they're doing, but I'm not sure how I
can find that out.' This is an issue that's growing in
importance. |
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Distributed: 2007-01-08 14:24:00 |
Word Count: 1047 |
Page Views: 3444 |
Votes: 16 |
Rating: 2.25 |
| 4. |
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Popcorn and Other Marketing Mistakes In a Changing Economy by Dave Kahle |
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Ten years of competitive hell! That was the title on the seminar
brochure I received recently. The Information Age is certainly
one of the most turbulent times business people have ever seen. |
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Distributed: 2006-08-09 14:24:00 |
Word Count: 1097 |
Page Views: 5007 |
Votes: 7 |
Rating: 1.86 |
| 5. |
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How to Get 'Em to Do What You Want 'Em to by Dave Kahle |
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That's probably the question I'm asked more than any other.
Frustrated distributor CEO's and sales managers express that
thought over and over, in one way or another. They're talking
about their salespeople, of course. They harbor a feeling that
some of their salespeople just aren't doing what they want them
to do, and they don't know what to do about it. If that thought
occasionally passes through your mind, read on. |
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Distributed: 2006-07-25 11:36:00 |
Word Count: 2248 |
Page Views: 3210 |
Votes: 18 |
Rating: 2.56 |
| 6. |
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Biggest Time Wasters for Salespeople by Dave Kahle |
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Good time management for salespeople has been an obsession of
mine for more than 30 years. In the last decade, I've been
involved in helping tens of thousands of sales people improve
their results through more effective use of their time. Over
the years, I've seen some regularly occurring patterns develop -
tendencies on the part of sales people to do things that detract
from their effective use of time. |
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Distributed: 2006-05-31 12:00:00 |
Word Count: 1269 |
Page Views: 4085 |
Votes: 12 |
Rating: 2.08 |
| 7. |
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The Ultimate Survival Skill for the Information Age by Dave Kahle |
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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. |
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Distributed: 2006-04-11 10:55:42 |
Word Count: 0 |
Page Views: 1758 |
Votes: 2 |
Rating: 0.00 |
| 8. |
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Salespeople: Position Yourselves with Power by Dave Kahle |
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If we are going to be an effective, professional salesperson,
we ought to give thoughtful consideration to how we position
ourselves in the minds of our customers. |
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Distributed: 2006-03-07 01:26:44 |
Word Count: 0 |
Page Views: 1763 |
Votes: 2 |
Rating: 0.50 |
| 9. |
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Frustrated With Your Company's Inability To Develop New Customers? Try A Sales Blitz. by Dave Kahle |
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'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 blitz. |
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Distributed: 2006-02-02 11:41:34 |
Word Count: 0 |
Page Views: 2367 |
Votes: 2 |
Rating: 0.50 |
| 10. |
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Myths of Sales Management: The Entrepreneurial Salesperson by Dave Kahle |
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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. |
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Distributed: 2006-01-05 14:40:29 |
Word Count: 0 |
Page Views: 1751 |
Votes: 2 |
Rating: 0.50 |
| 11. |
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How Sharp is Your Sales Structure? by Dave Kahle |
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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. |
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Distributed: 2005-11-29 21:23:10 |
Word Count: 0 |
Page Views: 1836 |
Votes: 2 |
Rating: 0.50 |
| 12. |
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How Can I Sell More When I Have So Much To Do? by Dave Kahle |
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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. |
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Distributed: 2005-11-10 03:31:48 |
Word Count: 0 |
Page Views: 1547 |
Votes: 2 |
Rating: 0.50 |
| 13. |
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Selling Commodities by Dave Kahle |
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How do you create a perceived value to differentiate yourself
from the competition, when you are both selling a commodity?
That's a question I'm often asked in my seminars. |
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Distributed: 2005-10-11 09:16:24 |
Word Count: 0 |
Page Views: 1810 |
Votes: 2 |
Rating: 0.50 |
| 14. |
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The Three Most Common Mistakes Sales Managers Make by Dave Kahle |
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In most organizations, sales managers are the essential bridge
between the company's sales goals and the realization of those
goals. |
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Distributed: 2005-09-21 16:53:10 |
Word Count: 0 |
Page Views: 1874 |
Votes: 2 |
Rating: 0.50 |
| 15. |
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Accepting Responsibility for Your Sales Success by Dave Kahle |
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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 a challenge. That is that our
employees need to continually change their behavior to adapt to
the world around them. |
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Distributed: 2005-08-26 00:00:18 |
Word Count: 0 |
Page Views: 1767 |
Votes: 2 |
Rating: 0.50 |
| 16. |
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Strategic Planning for Salespeople by Dave Kahle |
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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 activity. |
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Distributed: 2005-08-04 18:56:08 |
Word Count: 0 |
Page Views: 1668 |
Votes: 2 |
Rating: 0.50 |
| 17. |
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Value-added Selling? by Dave Kahle |
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The problem is that once a word or phrase becomes a cliché,
it often loses it's original meaning. This is true with
'value-added.' What exactly does that mean? |
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Distributed: 2005-07-26 16:21:59 |
Word Count: 0 |
Page Views: 2354 |
Votes: 2 |
Rating: 0.50 |
| 18. |
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Is Integrity a Sales Strategy? by Dave Kahle |
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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, sheepishly shared with me that several
of the people seated near her snickered at the idea. |
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Distributed: 2005-07-12 21:25:07 |
Word Count: 0 |
Page Views: 1655 |
Votes: 2 |
Rating: 0.50 |
| 19. |
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What's a Professional Sales Manager? by Dave Kahle |
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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 that
company. But business had slowed down a little... |
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Distributed: 2005-06-29 22:44:31 |
Word Count: 0 |
Page Views: 1921 |
Votes: 2 |
Rating: 0.50 |
| 20. |
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Communicating Price Increases to Your Customers by Dave Kahle |
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Eek! Price increases from several of your suppliers! Your
customers won*t like that. How do you manage to pass on that
price increase without losing business or giving away margin
dollars? |
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Distributed: 2005-04-14 17:12:55 |
Word Count: 0 |
Page Views: 2550 |
Votes: 2 |
Rating: 0.50 |
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