by Kahle Wisdom | Jun 24, 2021 | Podcasts
In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process. Once we have an overview, we can understand every sales principle and practice, and use the big picture to focus our...
by Kahle Wisdom | Jun 17, 2021 | Podcasts
Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs. The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill –...
by Kahle Wisdom | Jun 10, 2021 | Podcasts
This podcast answers these questions: Q. What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these contacts that are, in some cases, close...
by Kahle Wisdom | Jun 3, 2021 | Podcasts
Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question: “If you could improve a sales person in just one thing that would bring the quickest and biggest change, what would it be?” My answer: Better time...
by Kahle Wisdom | May 27, 2021 | Podcasts
More than any other type of sales, B2B salespeople must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships that provide you a...
by Kahle Wisdom | May 20, 2021 | Podcasts
Many salespeople harbor a set of beliefs that hinder their performance. These often sound reasonable and are held onto without question. Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of these limiting...
