by Kahle Wisdom | Mar 3, 2016 | Miscellaneous
I just hung up the phone from a coaching call with one of my clients. He was applying for a significant executive position, and wanted my help with his resume and interview strategy. We talked for a bit, and I suggested a different way to look at his resume. A light...
by Kahle Wisdom | Feb 5, 2016 | Sales Force Issues
Best Practices for Sales People # 19: Keeps track of all the names, titles, and positions of all the key contact people within every account. This is so basic, you would think everyone would be doing it. Not so. I was sitting across the desk from the operations...
by Kahle Wisdom | Feb 5, 2016 | Sales Force Issues
Question: How do I overcome a customer’s negative perception of my company because of some earlier mishaps in the account? Answer: Wouldn’t life be so much easier if we didn’t have to deal with these kinds of situations? But, of course, these problems are, in one...
by Kahle Wisdom | Feb 5, 2016 | Entrepreneurs & Executives, Kingdom issues, Sales Force Issues, Sales Managers/Sales Leaders
Wouldn’t it be great if we could get through life – or at least our work day – without any unpleasantries? Alas, we all know that won’t happen. Not only do we have to deal with difficult situations and trying people, but even our language contains words that make us...
by Kahle Wisdom | Jan 28, 2016 | Sales Force Issues
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the customer. (1) ...
by Kahle Wisdom | Jan 14, 2016 | Kingdom issues
Once a year, a small college in Michigan publishes a list of words that should be banished from the English language. These include words that have become incredibly over used, and still others that have been twisted to mean something entirely different from their...
by Kahle Wisdom | Jan 14, 2016 | Kingdom issues
Once a year, a small college in Michigan publishes a list of words that should be banished from the English language. These include words that have become incredibly over used, and still others that have been twisted to mean something entirely different from their...
by Kahle Wisdom | Jan 14, 2016 | Kingdom issues
Once a year, a small college in Michigan publishes a list of words that should be banished from the English language. These include words that have become incredibly over used, and still others that have been twisted to mean something entirely different from their...
by Kahle Wisdom | Jan 13, 2016 | Entrepreneurs & Executives, Kingdom issues, Sales Managers/Sales Leaders
Question: Dave, I have hired a new, young, aggressive sales person. I want to make sure he understands the ethical boundaries of his job. Is there some recommended way to teach ethics to a new sales person? Answer: You can teach him ethics, but I’m not sure that he...
by Kahle Wisdom | Jan 7, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
We all want to hire superstar sales people. Finding one, however, is more difficult than you can imagine. Here’s the key to spotting and hiring a superstar salesperson. Don’t be sidetracked by what he/she knows relative to products or industries, and...
