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...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Sales Force
Question: How do we get more calls in when driving time is so long? Answer: I’m going to answer this on two levels. First, when you have a big geographical territory with lots of windshield time, you have to do a better job of routing your calls to maximize the time...
by Kahle Wisdom | Nov 10, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
This was to be a totally different article. I intended to write about what makes a successful sales person. However, as I began to conceptualize the article, it occurred to me that I ought to begin with a definition of success. And it was there that I got...
