by Kahle Wisdom | Oct 18, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Sales management is too important to not do it better In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force. Those...
by Kahle Wisdom | Oct 17, 2017 | Christian Businesspeople, Sales Managers/Sales Leaders
“But as for me and my household, we will serve the Lord.” (Joshua 24:15) In his parting address to the Hebrews, whom he has led for most of his life, Joshua declares the commitment upon which he has lived his life. He will serve the Lord. Note that his commitment is...
by Kahle Wisdom | Oct 17, 2017 | Entrepreneurs & Executives, Sales Force Issues
It’s the moment that many sales people dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do what you’ve asked...
by Kahle Wisdom | Oct 17, 2017 | Entrepreneurs & Executives, Sales Force Issues
Question: How many sales calls should a salesperson make? A: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they have...
by Kahle Wisdom | Oct 17, 2017 | Christian Businesspeople, Sales Managers/Sales Leaders
“Can you boil down your advise to one word?” That’s what a seminar participant asked me. “No,” I said, “but I can boil it down to three: Focus, focus, focus.” I said that because I see ‘focus’ as the solution to a number of modern dilemmas. ...
by Kahle Wisdom | Sep 25, 2017 | Christian Businesspeople, Kingdom issues
Could there be more spiritual potential in your business than you have yet realized? Almost every Christian business owner, salesperson and executive has a firm grasp on the idea of stewardship – that everything in this world including our businesses, belongs to God,...
by Kahle Wisdom | Sep 25, 2017 | Entrepreneurs & Executives, Sales Management Principles and Practices, Sales Managers/Sales Leaders
Watch this post on YouTube Listen to this post's Podcast Question: How can we get inside sales to do some proactive sales activities each day? We expect our inside salespeople to use some of their time to shift into the proactive mode to make outbound phone...
by Kahle Wisdom | Sep 25, 2017 | Entrepreneurs & Executives, Sales Force Issues
It’s a challenging year for a lot of salespeople. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough...
by Kahle Wisdom | Sep 13, 2017 | Sales Force Issues
Question: What are your views on dress? Does it matter? Answer: Sure it matters. Everything that you say and do matters. Dress can be a powerful part of your persona. On one hand, how you dress can facilitate your objectives and make you more effective, and on the...
by Kahle Wisdom | Sep 13, 2017 | Sales Force Issues
How much time should I spend entertaining my customers? Good question. The world of the field sales person is changing rapidly these days, and everything is in question. The practice of entertaining customers is one of those issues that needs to be rethought. First,...
