by Kahle Wisdom | Sep 27, 2019 | Podcasts
Becoming one of the master salespeople — the top five percent in the industry — doesn’t happen by chance. It is the result of a disciplined approach to the project of improving yourself. In this podcast, I share some of what I’ve learned over...
by Kahle Wisdom | Sep 19, 2019 | Podcasts
One of the most common thing sales people hear is: “I’m happy with my current vendor.” In other words, “If it ain’t broke, don’t fix it.” Here’s how to respond. Check out this...
by Kahle Wisdom | Sep 12, 2019 | Podcasts
Call reluctance is the term used to describe a salesperson’s hesitancy to make the next sales call. It’s a common issue that can detract from a salesperson’s performance. In this piece, we provide some solutions. Check out this...
by Kahle Wisdom | Sep 5, 2019 | Podcasts
Customers always create a perception about the sales people who call on them. Sometimes this perception works for us, and sometimes it works against us. By intentionally influencing our position with the customer, we can influence the customer’s perception and...
by Kahle Wisdom | Aug 29, 2019 | 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? Check out...
by Kahle Wisdom | Aug 22, 2019 | Podcasts
In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires...
