by Kahle Wisdom | May 14, 2020 | Podcasts
As salespeople, we love to complain about the competition. Unfortunately, complaining doesn’t do us any good. A better approach is to create a system to learn about the competition. Knowledge of the competition — not only their strengths...
by Kahle Wisdom | May 12, 2020 | Podcasts
At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business. ...
by Kahle Wisdom | May 7, 2020 | Podcasts
“Low price, low price, low price.” It’s the mantra that sales people in every industry segment are hearing more these days than ever before. But, is low price the motivating factor in a customer’s decision to buy? Here’s a...
by Dave Kahle | May 7, 2020 | Sales Managers/Sales Leaders
At its most fundamental level, business is always and only about three things: Money, people, and systems. There is a huge body of content revolving around money in business. Lots of books have been written and consultants’ careers advanced in the pursuit of...
by Kahle Wisdom | May 5, 2020 | Podcasts
My wife is a crises counselor. You would think that, by the very nature of the word crises, she would see a continually changing group of clients who were dealing with the occasional crises. Not so. She frequently engages with the same group of folks...
by Kahle Wisdom | May 4, 2020 | Sales Force Issues
A study of the behavioral characteristics of the best salespeople was published a few years ago. One of the not-so-surprising conclusions was this: The best salespeople “listen more constructively” than their more average counterparts. Define Constructive Listening...
by Dave Kahle | May 1, 2020 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
In an earlier article, I suggested some business strategies for effectively handling the changes wrought by the pandemic. My recommendation was to instill a set of practices that would keep you, personally, at the top of your game. In the second article of this...
by Kahle Wisdom | Apr 30, 2020 | Podcasts
Dealing with prospects is one of the most daunting and frustrating parts of the salesperson’s job. In this podcast, I respond to two questions from salespeople about key aspects of this difficult task. You’ll gain some ideas you can use today. Check...
by Kahle Wisdom | Apr 28, 2020 | Podcasts
There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels. One of that handful of...
by Kahle Wisdom | Apr 23, 2020 | Podcasts
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just...
