by Kahle Wisdom | Dec 9, 2016 | Sales Force Issues
Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. Do you have any thoughts on how to respond to this? To my readers…This started out as a normal question and answer. The more I wrestled with my thoughts, the more I became convinced that...
by Kahle Wisdom | Nov 21, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Customer Relationships In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can be of utmost importance. Customer relationships are at the heart of selling. It doesn’t take long in the business to...
by Kahle Wisdom | Nov 21, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear the “white hat”...
by Kahle Wisdom | Nov 21, 2016 | Sales Force Issues
Question: Sales are down, operating expenses are up, management is crying that sales expenses are up. What should a salesperson do in such a situation? Answer: These certainly are challenging times. I’ve been through enough of these to have learned some things. ...
by Kahle Wisdom | Nov 16, 2016 | Christian Businesspeople, Sales Managers/Sales Leaders
In a previous post, I wrote that qualities of character in the CEO were a more important indicator of business success than the business model. That generated this series of posts describing those character traits that I believe are most conducive to business success....
