by Kahle Wisdom | Nov 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Christian-Leadership
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: This is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change in your...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue. Nothing is more discouraging. You’ve spent years developing this...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Sales Force
Question: How do we get more calls in when driving time is so long? Answer: I’m going to answer this on two levels. First, when you have a big geographical territory with lots of windshield time, you have to do a better job of routing your calls to maximize the time...
by Kahle Wisdom | Nov 13, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
