by Kahle Wisdom | Dec 18, 2018 | Leadership-Sales Force
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Dec 17, 2018 | Leadership-Sales Force
At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business. When it comes to people, as an element in business, there is an equally impressive body of...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force
Question: Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? Answer: This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively...
by Kahle Wisdom | Nov 20, 2018 | Leadership-Entrepreneurs & Executives, Leadership-General, Leadership-Sales Force, Leadership-Sales Management, Leadership-Sales Systems
Sales productivity may be a new concept for many sales executives. “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be...
by Kahle Wisdom | Nov 17, 2018 | Leadership-Sales Force
Here’s a question sent it be a sales person: “My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this?”...
