by Kahle Wisdom | Sep 25, 2017 | Entrepreneurs & Executives, Sales Management Principles and Practices, Sales Managers/Sales Leaders
Watch this post on YouTube Listen to this post's Podcast Question: How can we get inside sales to do some proactive sales activities each day? We expect our inside salespeople to use some of their time to shift into the proactive mode to make outbound phone...
by Kahle Wisdom | Sep 11, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
One of the biggest decisions a business makes is the decision on which market segment to focus. ‘Market segment’ is the term that describes a group of suspects and prospects who have something in common. For example, if you are a mechanic with an auto repair shop, you...
by Kahle Wisdom | Sep 11, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels. One of that handful of...
by Kahle Wisdom | Sep 7, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
We’re living in incredibly turbulent times. In spite of newspaper headlines proclaiming growing employment and a slowly growing economy, many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring of...
by Kahle Wisdom | Aug 28, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is low price the...
by Kahle Wisdom | Aug 16, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: Which of these two choices is more likely to result in an effective salesperson? A. Hiring someone with technical expertise or industry experience and training them to become a salesperson, B. Hiring someone with sales aptitude, and training them in the...
