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What can we learn from the best sales people?

What can we learn from the best sales people?

by Kahle Wisdom | May 14, 2019 | Entrepreneurs & Executives, Sales Force Issues

Do great B2B sales people, regardless of what they sell, have any practices in common?  In other words, do the best sales people all sell the same way?  Are there best practices in sales? A number of years ago, a professional association attempted to answer that...
Sales Leader’s Q&A: The right time for sales training

Sales Leader’s Q&A: The right time for sales training

by Kahle Wisdom | May 14, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question:  I wanted to do some sales training last year, but it just wasn’t the right time for it.  We had too many things on our plate.  Looking at our calendar this year, I am coming to the same conclusion.  Am I ever going to have time to do sales training? Will it...
Pre-Call Touch:   A creative way to make prospecting appointments

Pre-Call Touch: A creative way to make prospecting appointments

by Kahle Wisdom | May 14, 2019 | Sales Force Issues

Having trouble making appointments with your high-potential prospects?  Consider a pre-call touch. Here’s a situation.  You have created a list of 20 highly qualified prospects.  You’ve researched them, and you know that these 20 people hold your prosperity in their...

Five Most Common Mistakes SalesPeople Make — Part Two

by Kahle Wisdom | May 10, 2019 | Podcasts

Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people.  Certain negative tendencies — mistakes that sales people make — keep surfacing.  Here is number two of my top five.  See to...

Five Mistakes SalesPeople Commonly Make — Part One

by Kahle Wisdom | Apr 19, 2019 | Podcasts

Business to business sales people often make the same mistakes.  Most are not even aware of them.  In this series, I’m going to describe the five most common mistakes sales people make, and provide a step-by-step format for overcoming them. Check out...
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