by Kahle Wisdom | Mar 15, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Are things changing rapidly in your business? Silly question, isn’t it? Of course they are changing. Rapid change is the distinguishing characteristic of the new millennium. Take that rapid change and add to it growing competition, increasing complexity,...
by Kahle Wisdom | Mar 15, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big-picture view of the sales process. Once we have an overview, we can understand every sales principle and practice, and use the big picture to focus our efforts...
by Kahle Wisdom | Mar 8, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Q. I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call. I can’t be the only salesperson who struggles with this. Can you help?...
by Kahle Wisdom | Mar 7, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Discipline is the second of my set of uncomfortable words that we would rather not hear. Wouldn’t it be great if we could get through life – or at least our work day – without any unpleasantries? Alas, we all know that won’t happen. Not only do we have to deal with...
by Kahle Wisdom | Feb 5, 2016 | Leadership-Sales Force
Best Practices for Sales People # 19: Keeps track of all the names, titles, and positions of all the key contact people within every account. This is so basic, you would think everyone would be doing it. Not so. I was sitting across the desk from the operations...
by Kahle Wisdom | Feb 5, 2016 | Leadership-Sales Force
Question: How do I overcome a customer’s negative perception of my company because of some earlier mishaps in the account? Answer: Wouldn’t life be so much easier if we didn’t have to deal with these kinds of situations? But, of course, these problems are, in one...
