by Kahle Wisdom | Mar 15, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Question: I’ve read your ideas about the need to invest in developing myself. Can you quantify that? How much time and money should I spend on my own education? Answer: Now that‘s a question I’m rarely asked. Its refreshing to receive it. I’m assuming that you are...
by Kahle Wisdom | Mar 15, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?”...
by Kahle Wisdom | Feb 27, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“I’m spending more and more time managing information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five...
by Kahle Wisdom | Feb 21, 2018 | Leadership-Sales Force
Question: Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first tried to screen me, “Why did you pass my call on to your...
by Kahle Wisdom | Feb 21, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that we need to continually change our behavior to adapt to the world around us.My...
by Kahle Wisdom | Feb 20, 2018 | Leadership-Sales Force
I just fired my accountants. They really hadn’t done anything wrong. They were responsive when I called. They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely. Their prices were fair. They conducted...
