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It’s not the Price, it’s the Risk

It’s not the Price, it’s the Risk

by Kahle Wisdom | Aug 28, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

“Low price, low price, low price.”  It’s the mantra that salespeople in every industry segment are hearing more these days than ever before.  Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is low price the...
4 Reasons to Hire for Sales Aptitude

4 Reasons to Hire for Sales Aptitude

by Kahle Wisdom | Aug 16, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: Which of these two choices is more likely to result in an effective salesperson? A. Hiring someone with technical expertise or industry experience and training them to become a salesperson, B. Hiring someone with sales aptitude, and training them in the...
The Ninth Time Management Secret: Nurture Helpful Relationships

The Ninth Time Management Secret: Nurture Helpful Relationships

by Kahle Wisdom | Aug 16, 2017 | Sales Force Issues

Excerpted from 11 Secrets of Time Management for Sales People, Career Press Early into one of my sales positions, my boss informed me that the operations manager was upset with me.  I was too focused and task-oriented in my dealing with the company’s internal...
Q&A for Salespeople:  Investing Sales Time in a Project

Q&A for Salespeople: Investing Sales Time in a Project

by Kahle Wisdom | Aug 10, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

Q: In regards to working on a big new project with a prospect, we showed huge savings and better operation. The customer gave all our information to the current supplier and they matched it.  Is it ok to go above the buyer’s head? Q: One of my salespeople just spent a...
Sales Leaders’ Q&A:  Making Service More Tangible

Sales Leaders’ Q&A: Making Service More Tangible

by Kahle Wisdom | Aug 10, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

Question: The thing that distinguishes us from our competition is service. How do I make service more tangible to our customer? Answer: This is a great question because it is so common. Let’s put it into perspective.  Believe it or not, almost every company I deal...
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