by Kahle Wisdom | Apr 22, 2021 | Podcasts
The most powerful sales call you can make is the one that goes on after the sale. In this podcast, we’ll cover how to use your customer’s satisfaction with their purchase as a way to create future opportunities for yourself and your company. We’ll...
by Dave Kahle | Apr 16, 2021 | Sales Force Issues
The world is full of B2B salespeople who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that salespeople hide behind to keep from...
by Kahle Wisdom | Apr 15, 2021 | Podcasts
Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects. Check out this...
by Dave Kahle | Apr 12, 2021 | Sales Force Issues
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
by Kahle Wisdom | Apr 8, 2021 | Podcasts
“My customers don’t have as much time to spend with me as they used to.” That’s a comment I’m hearing more frequently in my sales seminars. It’s a growing phenomenon. Your customers used to be able to spend more...
by Dave Kahle | Apr 6, 2021 | Sales Force Issues
Q. Any advice for a salesperson in this economy? It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy? A. Great question. I’m sure this change in the economy and...
by Kahle Wisdom | Apr 1, 2021 | Podcasts
What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?...
by Kahle Wisdom | Mar 25, 2021 | Podcasts
Selling is at the same time both simple and incredibly challenging. It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is incredibly challenging in that to become...
by Kahle Wisdom | Mar 18, 2021 | Podcasts
I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. The gap between idea and action describes the ubiquitous phenomenon that we, all of us, have...
by Kahle Wisdom | Mar 11, 2021 | Podcasts
Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Yet, they hold the secret...
