by Kahle Wisdom | Jan 14, 2021 | Podcasts
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” That advice is incredibly overdone. There is no one aspect of sales (at least in the B2B world) that undeservedly receives...
by Kahle Wisdom | Jan 7, 2021 | Podcasts
Goal setting is one of the universal best practices for salespeople. Yet, many salespeople don’t make it a part of their routines. The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson’s...
by Dave Kahle | Jan 5, 2021 | Sales Force Issues, Sales Managers/Sales Leaders
If you haven’t read the first part of this series, I’d suggest you do so first, to gain a perspective on my comments below. If you are a business owner, executive, or manager, you may want to read the second of this series, which is written specifically for you. ...
by Dave Kahle | Jan 5, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Nervous – Part II: Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. I am not sure I can thrive in this economic downturn. Do you have any thoughts on how to respond to this? To my readers… In the last post, I responded to this...
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...
