by Kahle Wisdom | Mar 15, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Question: I’ve read your ideas about the need to invest in developing myself. Can you quantify that? How much time and money should I spend on my own education? Answer: Now that‘s a question I’m rarely asked. Its refreshing to receive it. I’m assuming that you are...
by Kahle Wisdom | Mar 15, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?”...
by Kahle Wisdom | Feb 27, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“I’m spending more and more time managing information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five...
by Kahle Wisdom | Feb 27, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Dave, I’m finding it difficult to manage my salespeople in our straight commission environment. Any suggestions as to how I can get them to do what I want them to do? Answer: I do have some thoughts about the “straight commission environment.” I spent much...
by Kahle Wisdom | Feb 21, 2018 | Leadership-Sales Force
Question: Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first tried to screen me, “Why did you pass my call on to your...
