by Kahle Wisdom | Aug 21, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
It’s one of the most common laments I hear from CSO’s: “I wish I had a more professional sales force.” No doubt that thought has passed through your mind at some time in the recent past. You’re not alone, of course. Let’s take a look at what it really means,...
by Kahle Wisdom | Aug 21, 2018 | Sales Force Issues
“Happy with the current vendor” is the catch-all phrase that prospects can use to signify a number of different positions. Here’s how to deal with it. Question: How do you make in-roads with a prospect who is happy with the competition –...
by Kahle Wisdom | Aug 20, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Sales meeting don’t have to be boring. You can organize better sales meetings with just a little bit of revised thinking. Question: Please advise on how to make weekly sales meetings “kick.” Need some help in supercharging my boring sales meetings. Can you lend...
by Kahle Wisdom | Aug 20, 2018 | Sales Force Issues
In our fast-paced 21st Century economy, field salespeople must make effective use of their time, And that means disciplined strategic planning for salespeople. “Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field sales person’s modus...
by Kahle Wisdom | Aug 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Developing salespeople is one of those initiatives that payback double; the salespeople improve their performance, and feel better about your organization investing in them. In one move you can help keep the good salespeople you have, motivate your salespeople,...
by Kahle Wisdom | Aug 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Sales people often slide into comfort zones which restrict their performance. In this Question & Answer, we deal with these sales comfort zones. Question: Do you have any suggestions that will help our local sales reps provide increased value across all markets?...
by Kahle Wisdom | Jul 24, 2018 | Christian Businesspeople, Kingdom issues
It was 2010, and the financial crises which exploded in 2008 was, at last, reaching my business. My clients, B2B sales organizations, were shrinking and a few were going out of business. Investing in developing their sales force – the heart of my business —...
by Kahle Wisdom | Jul 24, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of...
by Kahle Wisdom | Jul 24, 2018 | Sales Force Issues
Question: How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service than most of our other customers. Answer: It sounds like this...
by Kahle Wisdom | Jul 24, 2018 | Kingdom issues
In recent years, I’ve come to understand that the influence of culture on our behavior is far more powerful than almost any other factor. We believe and internalize the messages that our culture sends us, and eventually, those beliefs become part of our sub-conscious...
