by Kahle Wisdom | Apr 7, 2020 | Podcasts, Sales Principles and Practices
We are in the middle of some difficult times. How do we handle this crisis and utilize this opportunity? In an earlier podcast, I shared some suggestions to help individuals navigate these turbulent waters. In this podcast, I’m focusing on sales forces. So,...
by Dave Kahle | Mar 19, 2020 | Entrepreneurs & Executives, Sales Managers/Sales Leaders, Sales Principles and Practices
Q. Is there a proactive way to implement a program from manufacturers to encourage distributors to have their sales force sell our product instead of another? My intention is to have the salesperson give quotes for our product more frequently? And how can we appeal to...
by Kahle Wisdom | Jul 25, 2019 | Podcasts, Professional B2B Salespeople, Sales Principles and Practices
The quickest way to improve your performance is to improve your use of time. Salespeople are often guilty of these four common time wasting habits. See if you are guilty of any of them, and then eliminate them to improve your sales results. Check out this...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Principles and Practices
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that...
by Kahle Wisdom | May 13, 2016 | Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales Principles and Practices
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople. The client was an HVAC commercial contractor. The...
by Kahle Wisdom | Sep 30, 2015 | Professional B2B Salespeople, Sales Force Issues, Sales Principles and Practices
One of my clients recently mentioned to me that, when hiring prospective salespeople, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look...
