by Kahle Wisdom | Mar 15, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?”...
by Kahle Wisdom | Feb 27, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“I’m spending more and more time managing information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five...
by Kahle Wisdom | Feb 27, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Dave, I’m finding it difficult to manage my salespeople in our straight commission environment. Any suggestions as to how I can get them to do what I want them to do? Answer: I do have some thoughts about the “straight commission environment.” I spent much...
by Kahle Wisdom | Feb 21, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that we need to continually change our behavior to adapt to the world around us.My...
by Kahle Wisdom | Feb 21, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
That’s right. Serving, not selling. I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by...
by Kahle Wisdom | Feb 7, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Christian-Leadership
Adapted from Sell Better: How to Create a Sales System to Grow Your Business by Dave Kahle Whereas acquiring a customer typically requires an investment, the “creating a client” process is generally where you re-coop the investment and start to make your sales system...
