by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the...
by Kahle Wisdom | Nov 8, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands...
by Kahle Wisdom | Oct 25, 2017 | Leadership-Sales Force
Question: What is your opinion of call reports? Answer: It depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone or piece of paper, who you called on, what...
by Kahle Wisdom | Oct 25, 2017 | Leadership-Sales Management
Are things changing rapidly in your business? Silly question, isn’t it? Of course, they are changing. Rapid change is the distinguishing characteristic of the new millennium. Take that rapid change and add to it growing competition, increasing complexity,...
by Kahle Wisdom | Oct 18, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Sales management is too important to not do it better In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force.Those companies...
