I’ve been asked on occasion: “Dave, if there was just one thing you could impart to a B2B salesperson that would make the biggest impact on his/her performance, what would it be?”

This is it.  Targeting & prioritizing your accounts based on potential will make the greatest difference.  Period. 

That’s one of the things I’ve learned over the 30 years I’ve been working with B2B salespeople.  In today’s economic environment, things are changing more rapidly than ever, and most salespeople are burdened with way too much to do and not enough time in which to do it.  The only real solution is to focus on the most effective things. And the single most effective thing you can do is methodically assess your accounts and, using a set of criteria I’m going to teach you, invest most of your time with the highest-potential.

On October 6th from 12:30 – 1:30 Eastern time, I’ll share some of what I’ve learned in a webinar for B2B sales professionals. In it you’ll learn:

•            Why focusing on the highest potential accounts is so powerful.

•            How to define “high-potential” in a realistic, practical, yet unusual way.

•            The two criteria to use to assess the potential of every prospect and customer. 

•            A formula for identifying “A” accounts.

•            Tips on adjusting your time so that you can invest more heavily in the high-potential accounts.

If you implement the system, I’m going to teach you, you should expect a dramatic increase in sales. The most common testimonial I get from people who have implemented this system is, ‘triple.’

We have limited space, so register now.  $47. About what you’d spend on a couple of lunches.

Register here. 

All the Best,

Dave Kahle

Speaker, Author, Consultant

Our mission:  To work with our clients to such an extent that they will add 1,000 new jobs and $100 million in new revenue, cumulatively, every year.