by Kahle Wisdom | Dec 17, 2018 | Leadership-Sales Force
At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business. When it comes to people, as an element in business, there is an equally impressive body of...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force
Question: Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? Answer: This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls...
by Kahle Wisdom | Nov 29, 2018 | 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...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively...
