by Kahle Wisdom | Sep 24, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin? A. Let’s think about this one together. If your margins are...
by Kahle Wisdom | Sep 24, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Question and Answer Q. Your Ezine referenced something that I struggle with almost daily. I’m definitely known for having very high expectations that aren’t so easy to meet. I wondered if you could elaborate on what strategies you have seen succeed regarding this,...
by Kahle Wisdom | Aug 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that, I received an email from an Ezine subscriber some...
by Kahle Wisdom | Jul 23, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions...
by Kahle Wisdom | Jul 22, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Miscellaneous
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
by Kahle Wisdom | Jun 29, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
How many times have you said that? It’s a very common response to almost every request. Unthinkingly, rather than think about the request, we default to blaming our busy schedule. I can understand. You are not alone. Almost every businessperson today has too much...
