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All Articles Written By: Dave Kahle

1.   Thinking About Sales: On Entertaining Your Customers by Dave Kahle
    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.
    Distributed: 2007-04-13 11:24:00 | Word Count: 1178 | Page Views: 3385 | Votes: 10 | Rating: 2.20
2.   Characteristics Of A Successful Professional: A Propensity To Take Risks by Dave Kahle
    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.
    Distributed: 2007-03-20 11:00:00 | Word Count: 708 | Page Views: 5573 | Votes: 9 | Rating: 2.00
3.   Learning About Your Competition by Dave Kahle
    '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.
    Distributed: 2007-01-08 14:24:00 | Word Count: 1047 | Page Views: 3444 | Votes: 16 | Rating: 2.25
4.   Popcorn and Other Marketing Mistakes In a Changing Economy by Dave Kahle
    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.
    Distributed: 2006-08-09 14:24:00 | Word Count: 1097 | Page Views: 5007 | Votes: 7 | Rating: 1.86
5.   How to Get 'Em to Do What You Want 'Em to by Dave Kahle
    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.
    Distributed: 2006-07-25 11:36:00 | Word Count: 2248 | Page Views: 3210 | Votes: 18 | Rating: 2.56
6.   Biggest Time Wasters for Salespeople by Dave Kahle
    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.
    Distributed: 2006-05-31 12:00:00 | Word Count: 1269 | Page Views: 4085 | Votes: 12 | Rating: 2.08
7.   The Ultimate Survival Skill for the Information Age by Dave Kahle
    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.
    Distributed: 2006-04-11 10:55:42 | Word Count: 0 | Page Views: 1758 | Votes: 2 | Rating: 0.00
8.   Salespeople: Position Yourselves with Power by Dave Kahle
    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.
    Distributed: 2006-03-07 01:26:44 | Word Count: 0 | Page Views: 1763 | Votes: 2 | Rating: 0.50
9.   Frustrated With Your Company's Inability To Develop New Customers? Try A Sales Blitz. by Dave Kahle
    '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.
    Distributed: 2006-02-02 11:41:34 | Word Count: 0 | Page Views: 2367 | Votes: 2 | Rating: 0.50
10.   Myths of Sales Management: The Entrepreneurial Salesperson by Dave Kahle
    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.
    Distributed: 2006-01-05 14:40:29 | Word Count: 0 | Page Views: 1751 | Votes: 2 | Rating: 0.50
11.   How Sharp is Your Sales Structure? by Dave Kahle
    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.
    Distributed: 2005-11-29 21:23:10 | Word Count: 0 | Page Views: 1836 | Votes: 2 | Rating: 0.50
12.   How Can I Sell More When I Have So Much To Do? by Dave Kahle
    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.
    Distributed: 2005-11-10 03:31:48 | Word Count: 0 | Page Views: 1547 | Votes: 2 | Rating: 0.50
13.   Selling Commodities by Dave Kahle
    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.
    Distributed: 2005-10-11 09:16:24 | Word Count: 0 | Page Views: 1810 | Votes: 2 | Rating: 0.50
14.   The Three Most Common Mistakes Sales Managers Make by Dave Kahle
    In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals.
    Distributed: 2005-09-21 16:53:10 | Word Count: 0 | Page Views: 1874 | Votes: 2 | Rating: 0.50
15.   Accepting Responsibility for Your Sales Success 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 a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.
    Distributed: 2005-08-26 00:00:18 | Word Count: 0 | Page Views: 1767 | Votes: 2 | Rating: 0.50
16.   Strategic Planning for Salespeople by Dave Kahle
    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.
    Distributed: 2005-08-04 18:56:08 | Word Count: 0 | Page Views: 1668 | Votes: 2 | Rating: 0.50
17.   Value-added Selling? by Dave Kahle
    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?
    Distributed: 2005-07-26 16:21:59 | Word Count: 0 | Page Views: 2354 | Votes: 2 | Rating: 0.50
18.   Is Integrity a Sales Strategy? by Dave Kahle
    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.
    Distributed: 2005-07-12 21:25:07 | Word Count: 0 | Page Views: 1655 | Votes: 2 | Rating: 0.50
19.   What's a Professional Sales Manager? by Dave Kahle
    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...
    Distributed: 2005-06-29 22:44:31 | Word Count: 0 | Page Views: 1921 | Votes: 2 | Rating: 0.50
20.   Communicating Price Increases to Your Customers by Dave Kahle
    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?
    Distributed: 2005-04-14 17:12:55 | Word Count: 0 | Page Views: 2550 | Votes: 2 | Rating: 0.50

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