by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.” That statement comes out of my mouth in almost every seminar or key-note...
by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the...
by Kahle Wisdom | Nov 8, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands...
by Kahle Wisdom | Oct 25, 2017 | Leadership-Sales Force
Question: What is your opinion of call reports? Answer: It depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone or piece of paper, who you called on, what...
by Kahle Wisdom | Oct 18, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Sales management is too important to not do it better In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force.Those companies...
