by Dave Kahle | Mar 25, 2020 | Sales Force Issues
Navigating Difficult Times We are in the middle of some difficult times. Rather than belabor that point, I’d like to come to the heart of the problem. What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now? We also need...
by Kahle Wisdom | Mar 24, 2020 | Podcasts
I was young, cocky and a bit full of myself when I had one of the most humbling experiences of my life, and learned a lesson that has stuck with me for decades. Personal responsibility is easy to say, but quite a bit more difficult to actually embed into your...
by Kahle Wisdom | Mar 19, 2020 | Podcasts
Should a salesperson invest in his/her own development? If so, how much time and how much money. I respond to those questions in this episode. Check out this...
by Dave Kahle | Mar 19, 2020 | Entrepreneurs & Executives, Sales Managers/Sales Leaders, Sales Principles and Practices
Q. Is there a proactive way to implement a program from manufacturers to encourage distributors to have their sales force sell our product instead of another? My intention is to have the salesperson give quotes for our product more frequently? And how can we appeal to...
by Kahle Wisdom | Mar 17, 2020 | Podcasts
“Is there one business model that you would recommend to a budding entrepreneur?” That was the question a young man asked me recently. I reflected for a moment over the past 25 years, and answered this way: “No. I’ve worked with...
by Kahle Wisdom | Mar 12, 2020 | Podcasts
If there is only one practice within the scope of the professional sales person upon which you can focus, let it be to gain mastery in asking better sales questions. A series of better sales questions provides you leverage and a competitive edge at every stage of the...
by Kahle Wisdom | Mar 10, 2020 | Podcasts
Motivation is one of the least understood concepts in the business world. If you want to achieve any degree of success in your career, you can and should motivate yourself. Here’s a first step that will impact the rest of your life. Check out this...
by Kahle Wisdom | Mar 5, 2020 | Podcasts
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. Check out this...
by Kahle Wisdom | Mar 3, 2020 | Podcasts
Whether you are a small businessperson or a professional salesperson, you can utilize a powerful strategy to take your performance to dramatically higher levels — leverage. Leverage revolves around the idea of multiplying the effects of some effort to gain...
by Dave Kahle | Mar 3, 2020 | Sales Force Issues
This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the potential for frustrating countless...
