by Kahle Wisdom | Dec 17, 2020 | Podcasts
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. It’s an incredibly important and difficult job....
by Kahle Wisdom | Dec 14, 2020 | Podcasts
Sometimes it is so frustrating. You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding. If the prospect would switch to your solution, you know they’d be...
by Kahle Wisdom | Dec 10, 2020 | Podcasts
In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant...
by Kahle Wisdom | Dec 9, 2020 | Entrepreneurs & Executives, Professional B2B Salespeople, Sales Managers/Sales Leaders, Sales Principles and Practices
In our surveys, CEOs indicate “on-the-job” training as the predominant method of developing salespeople. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Kahle Wisdom | Dec 3, 2020 | Podcasts
Remember President George H. Bush’s program to identify and recognize individual Americans who were outstanding in their fields, or who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them? It was called a...
by Kahle Wisdom | Nov 26, 2020 | Podcasts
If we chose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s...
by Kahle Wisdom | Nov 19, 2020 | Podcasts
Q. How do I ensure that I get the last look in a competitive bid situation? Q. Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call?...
by Kahle Wisdom | Nov 12, 2020 | Leadership - Business Measurements eBook, Podcasts
One of the watershed moments in the life and growth of a business occurs when the executives design and implement a system of measurements. This signals the development of the business from an entrepreneurial effort to a serious organization that can exist outside of...
by Kahle Wisdom | Nov 5, 2020 | Podcasts
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session. The response? Blank...
by Kahle Wisdom | Oct 29, 2020 | Podcasts
What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s one: The propensity to take risks. Join with me as...
