by Kahle Wisdom | Feb 14, 2019 | Entrepreneurs & Executives, Sales Force Issues
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four-page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Force Issues
Question: We do not want to turn sales people into collection agents, but there certainly is a role that sales people can play in the process. Do you have any thoughts? Answer: Yes, I do. Like you, I don’t want to turn sales people into collection agents. Let’s...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Principles and Practices
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Q: Do you have any suggestions that will help our local sales reps provide increased value across all markets? Stretch out of their market comfort zones? A: Ah, comfort zones and salespeople. They are the bane of the B2B salesperson. I believe that the loss of...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter Seventeen, Question Your Way to Sales Success, by Dave Kahle In part one of this series, I made the point that thinking better is the ultimate success skill for a sales person, and that good thinking always came from asking yourself the right...
by Kahle Wisdom | Jan 30, 2019 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
Building a successful business requires serious focus on four fundamental components. Those include the three elements of infrastructure: Systems, people and money, and the thing that ties those three together and empowers them to reach their potential: corporate...
by Kahle Wisdom | Jan 25, 2019 | Sales Force Issues
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by Kahle Wisdom | Jan 24, 2019 | Sales Force Issues
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by Kahle Wisdom | Jan 19, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear the “white hat” and...
by Kahle Wisdom | Jan 19, 2019 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter Seventeen, Question Your Way to Sales Success Reprinted, with permission of the publisher, from QUESTION YOUR WAY TO SALES SUCCESS © 2008 by Dave Kahle. Published by Career Press, Franklin Lakes, NJ. 800-227-3371. All rights reserved. ...
