by Kahle Wisdom | Apr 1, 2021 | Podcasts
What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?...
by Kahle Wisdom | Mar 25, 2021 | Podcasts
Selling is at the same time both simple and incredibly challenging. It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is incredibly challenging in that to become...
by Kahle Wisdom | Mar 18, 2021 | Podcasts
I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. The gap between idea and action describes the ubiquitous phenomenon that we, all of us, have...
by Kahle Wisdom | Mar 11, 2021 | Podcasts
Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Yet, they hold the secret...
by Kahle Wisdom | Mar 4, 2021 | Podcasts
Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes. While it is easy to connect the two in this example, the principle...
by Kahle Wisdom | Feb 25, 2021 | Podcasts
It’s a common mindset. The field salesperson wants every communication with the customer to go through him/her. However, that idea costs both the company and the sale person dearly and frustrates the customers. It is an insidious hindrance to...
