Take Heart, You’re Just in a Cycle
A recent article by Peter Leyden (1) made the case that this political and economic turmoil we are experiencing is part of a very predictable 80-year cycle. It seems that every 80 years or so, the US...
View ArticleThe Hidden Path to Sales Success
In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people. The vast majority of them want to do better. They want the benefits of greater success:...
View ArticleWhen Sales Breaks Down From the Inside
In this episode, Dave Kahle breaks down what happens when co-workers undermine your sales efforts and why frustration with internal teams is so common for sales professionals. We examine the mindset...
View ArticleMost People Don’t Think Deeply
Some time ago, one of my clients challenged me to record the 20 most important lessons I’ve learned. After a great deal of reflection, I eventually came up with 25. This is one. Most people don’t...
View ArticleAre There Best Practices for Salespeople?
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs....
View ArticleTransforming Sales and Leadership: The Dave Kahle Story
In the ever-evolving landscape of sales, there exists a luminary who stands at the forefront of industry evolution – Dave Kahle. He is a renowned expert in sales leadership, coaching, and systems...
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Want to Sell Better? Plan More.
Planning is one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game...
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First, The Sales Managers
Every sales organization understands that their sales force – it’s health and strength – is the company’s primary strategic asset. Most astute principals and chief sales officers realize that in this...
View ArticleYou Can Choose Your Thoughts and Shape Your Destiny (One of the 25 most...
My wife is a crisis counselor. One of her biggest eye-openers occurred when she realized she was counseling the same people over and over again. You would think that a crisis was an isolated event....
View ArticleTurning Good Ideas into Action (One of the 25 most important lessons I’ve...
How often have you gained a good idea, decided to implement it, but failed to put it into action? Our inability to convert ideas into action is a universal part of human nature. But if you could, you’d...
View ArticleAre We Becoming Afraid to Think?
I’m afraid for the future of our country because it appears we are afraid to think. It’s not just Covid-19 and the reaction to it. And it is not just the recent riots and looting. It’s much deeper...
View ArticleThe 4 Biggest Time Wasters of Salespeople
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 salespeople improve their results...
View ArticleQuality, Not Quantity of Sales Calls
Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what...
View ArticleSales Q&A – My Customer Uses Multiple Vendors
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service? If you are looking for a short, easy solution, there...
View ArticleThe lost art of saying “NO”
It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to...
View ArticleTransitioning From Salesperson to Sales Manager
Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager. What steps should...
View ArticleOn Sales Systems
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any...
View ArticleFollowing Up on Sales Quotes
Q. Sales Quotes – A prospective client seems interested but never gets back to you. A. I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?”...
View ArticleLearned Optimism For Salespeople
I’ve been pondering an email I recently received; a young salesperson described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t...
View Article8 Powerful Rules to Build B2B Relationships
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other...
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