by Kahle Wisdom | Mar 3, 2022 | Podcasts
In today’s competitive environment, it’s important that sales organizations field a ‘directable’ sales force. The key word here is directable. It means that your sales force can be...
by Dave Kahle | Mar 1, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here is number four of my top five. See to what degree you (or your sales force) may...
by Kahle Wisdom | Feb 22, 2022 | Podcasts
How do we handle an unethical customer? One who says he would do anything to make money on a job, or to get a...
by Dave Kahle | Feb 15, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here is number three of my top five. See to what degree you (or your sales force)...
by Kahle Wisdom | Feb 10, 2022 | Podcasts
“Sales time” is that portion of a salesperson’s work week wherein they are interacting with their customers and prospects. It can be on the phone, over an interactive webinar, or in person. ...
by Dave Kahle | Feb 10, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Here’s a lesson that every salesperson needs to learn early in their career: Sales is not magic. Just the opposite; every selling situation has a very definable, step-by-step process which, when executed with expertise, almost inevitably leads to a sale. One way to...
by Kahle Wisdom | Feb 3, 2022 | Podcasts
Sales is a profession that is ripe with temptation. Salespeople deal with a lot of people, and a lot of money. Either one of those by itself presents a challenge. Add them together and it can be overwhelming. Here are some guidelines to help you stay...
by Dave Kahle | Feb 1, 2022 | Professional B2B Salespeople, Sales Force Issues
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Over the next few weeks, I’ll share my top five. Here’s number two, not necessarily...
by Kahle Wisdom | Jan 31, 2022 | Podcasts
Interested in improving the productivity of your sales force? Investing in training and developing your salespeople is always a good idea. But it isn’t the entire solution for many organizations. Often, enormous improvements in sales productivity can...
by Kahle Wisdom | Jan 27, 2022 | Podcasts
I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by your...
