by Kahle Wisdom | Nov 8, 2019 | Podcasts
It is the information age, and effective sales people and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Sales Potential is one often neglected piece of...
by Kahle Wisdom | Nov 1, 2019 | Podcasts
B2b sales is long-term endeavor. Some accounts take years to develop, and some buyer-seller relationships last for decades. Investing in a long-term reputation is, then, a wise choice. Here’s one of the best things to do to build that reputation....
by Dave Kahle | Oct 29, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
As a sales educator and consultant, my work has consisted of bringing about positive change in sales organizations, sales managers and sales people. While my content has always been about sales in one way or another, my actual work itself has always been to create...
by Kahle Wisdom | Oct 25, 2019 | Podcasts
Because a salesperson’s income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article provides some tips and techniques to manage your personal finances. Check out this...
by Kahle Wisdom | Oct 18, 2019 | Podcasts
Dealing with an angry or difficult customer is challenging for everyone. The stakes are huge, and the emotions can often get out of control. Here are nine proven tips to help you handle the next confrontation with dignity and competence. Check out this...
by Kahle Wisdom | Oct 15, 2019 | Entrepreneurs & Executives, Kingdom issues, Sales Force Issues, Sales Managers/Sales Leaders
For most of my life, I have been a salesperson and an educator of salespeople. One of the things that I have enjoyed the most about my career in sales is the intensely demanding nature of the job. Human beings are incredibly complex creatures, whose motivations and...
by Kahle Wisdom | Oct 15, 2019 | Sales Force Issues
You have made a call or two on a prospect, qualified them, and rate them as high potential. The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit. Your challenge is to maintain contact so that when they do...
by Kahle Wisdom | Oct 15, 2019 | Sales Force Issues
Building rapport with customers is a fundamental sales skill. Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Think of it like squirting oil into gears. Imagine some gears grinding...
by Kahle Wisdom | Oct 15, 2019 | Sales Force Issues
Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you suspect may one day do business with you. They aren’t yet prospects, because you don’t know if they have a legitimate need for...
by Dave Kahle | Oct 15, 2019 | Sales Force Issues
Sales Success? In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people. The vast majority of them want to do better. They want the benefits of greater success: Increased income, greater respect from their peers and...
