by Kahle Wisdom | Jan 29, 2018 | Leadership-Sales Force
Did you enjoy what you had for dinner last night? You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the question. Now, pause a moment, and think about what you did when you read that question. Your mind probably...
by Kahle Wisdom | Jan 3, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: You have convinced me that spending time face-to-face with customers is the best use of my sales time. How much of my week should I spend entertaining customers; taking them to lunch, ballgames, etc.? Answer: Great question. Let me answer this is two...
by Kahle Wisdom | Dec 22, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: 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? Answer: I really think there are two questions here. The first has to...
by Kahle Wisdom | Dec 6, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Recently, one of the sales people with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse, opening a box of the product he wanted to sell, taking one out, and re-closing the box. When it comes...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: This is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change in your...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue. Nothing is more discouraging. You’ve spent years developing this...
