by Kahle Wisdom | Jul 26, 2016 | Entrepreneurs & Executives, Sales Force Issues
How do I sell to an account that is firmly in the hands of a competitor – a difficult key account? In one form or another, I hear that question at almost every sales seminar I teach. It’s a great question, reflecting one of the most perplexing and frustrating...
by Kahle Wisdom | Jul 25, 2016 | Entrepreneurs & Executives, Sales Force Issues, 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. Two questions popped up following that statement: Why do you say that? Which qualities of character are most important to...
by Kahle Wisdom | Jul 18, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
“Is there one business model that you would recommend to a budding entrepreneur?” That was the question a young man asked me recently. I reflected for a moment over the past 25 years, and answered this way: “No. I’ve worked with over 400 businesses, and in that pack...
by Kahle Wisdom | Jul 14, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a...
by Kahle Wisdom | Jul 13, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Definition Leverage revolves around the idea of multiplying the effects of some...
