by Kahle Wisdom | Mar 10, 2022 | Podcasts
We live in a time of unprecedented change. The wise business person will put disciplines and processes in place to keep the organization ahead of what’s next. We’re recommending a SCAN meeting. Check out this...
by Kahle Wisdom | Mar 3, 2022 | Podcasts
In today’s competitive environment, it’s important that sales organizations field a ‘directable’ sales force. The key word here is directable. It means that your sales force can be...
by Dave Kahle | Mar 1, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here is number four of my top five. See to what degree you (or your sales force) may...
by Kahle Wisdom | Feb 22, 2022 | Podcasts
How do we handle an unethical customer? One who says he would do anything to make money on a job, or to get a...
by Dave Kahle | Feb 15, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here is number three of my top five. See to what degree you (or your sales force)...
by Kahle Wisdom | Feb 10, 2022 | Podcasts
“Sales time” is that portion of a salesperson’s work week wherein they are interacting with their customers and prospects. It can be on the phone, over an interactive webinar, or in person. ...
by Dave Kahle | Feb 10, 2022 | Professional B2B Salespeople, Sales Principles and Practices
Here’s a lesson that every salesperson needs to learn early in their career: Sales is not magic. Just the opposite; every selling situation has a very definable, step-by-step process which, when executed with expertise, almost inevitably leads to a sale. One way to...
by Kahle Wisdom | Feb 3, 2022 | Podcasts
Sales is a profession that is ripe with temptation. Salespeople deal with a lot of people, and a lot of money. Either one of those by itself presents a challenge. Add them together and it can be overwhelming. Here are some guidelines to help you stay...
by Dave Kahle | Feb 1, 2022 | Professional B2B Salespeople, Sales Force Issues
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Over the next few weeks, I’ll share my top five. Here’s number two, not necessarily...
by Kahle Wisdom | Jan 31, 2022 | Podcasts
Interested in improving the productivity of your sales force? Investing in training and developing your salespeople is always a good idea. But it isn’t the entire solution for many organizations. Often, enormous improvements in sales productivity can...
