by Kahle Wisdom | Dec 18, 2018 | Leadership-Sales Force
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force
Question: Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? Answer: This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls...
by Kahle Wisdom | Nov 29, 2018 | Leadership-Sales Force
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively...
by Kahle Wisdom | Oct 17, 2018 | Leadership-Sales Force
One of the most common thing sales people hear is:”I’m happy with my current source.” Here’s how to respond. Question: I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change...
by Kahle Wisdom | Oct 17, 2018 | Leadership-Entrepreneurs & Executives, Leadership-General, Leadership-Sales Force, Leadership-Sales Management
Question: How can I help an experienced sales person regain his interest in the job? Answer: It sounds like you have someone who is just going through the motions. That can be deadly for the career of a sales person, as well as detrimental to the company. One of the...
