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,...
by Kahle Wisdom | Sep 11, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
One of the biggest decisions a business makes is the decision on which market segment to focus. ‘Market segment’ is the term that describes a group of suspects and prospects who have something in common. For example, if you are a mechanic with an auto repair shop, you...
by Kahle Wisdom | Sep 11, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
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 | Sep 7, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
We’re living in incredibly turbulent times. In spite of newspaper headlines proclaiming growing employment and a slowly growing economy, many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring of...
by Kahle Wisdom | Sep 7, 2017 | Christian Businesspeople, Kingdom issues
(This is the fourth in a series on mistaken beliefs and false paradigms that hinder us from developing our businesses to their full potential. See the others in the series here.) For much of my Christian life, I’ve struggled with a difficult and painful image...
by Kahle Wisdom | Aug 28, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is low price the...
by Kahle Wisdom | Aug 16, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: Which of these two choices is more likely to result in an effective salesperson? A. Hiring someone with technical expertise or industry experience and training them to become a salesperson, B. Hiring someone with sales aptitude, and training them in the...
by Kahle Wisdom | Aug 16, 2017 | Sales Force Issues
Excerpted from 11 Secrets of Time Management for Sales People, Career Press Early into one of my sales positions, my boss informed me that the operations manager was upset with me. I was too focused and task-oriented in my dealing with the company’s internal...
by Kahle Wisdom | Aug 10, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Q: In regards to working on a big new project with a prospect, we showed huge savings and better operation. The customer gave all our information to the current supplier and they matched it. Is it ok to go above the buyer’s head? Q: One of my salespeople just spent a...
by Kahle Wisdom | Aug 10, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Question: The thing that distinguishes us from our competition is service. How do I make service more tangible to our customer? Answer: This is a great question because it is so common. Let’s put it into perspective. Believe it or not, almost every company I deal...
