by Kahle Wisdom | May 19, 2022 | Podcasts
If you’re paying your sales reps straight commission, you’re using an obsolete formula. If you’re paying your sales reps a straight salary, you’re also using an obsolete formula....
by Dave Kahle | May 16, 2022 | Sales Force Issues
The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the salesperson revolves around the point in time when he offers the customer something to buy. The sales presentation can take a variety...
by Kahle Wisdom | May 12, 2022 | Podcasts
While there is a degree of significance to be achieved though one’s family, my focus in this article is on a higher level of significance. Having “notable worth or influence” implies that significance of that level is relatively rare. People take...
by Kahle Wisdom | May 5, 2022 | Podcasts
There is something incredibly compelling about being a part of an organization that aspires to something larger and more noble than others of their ilk. Something in the soul of human beings longs to be a part of something that not only strives for a better future but...
by Kahle Wisdom | Apr 28, 2022 | Podcasts
When budgets are limited, the single most effective use of training money is not on the salespeople, but rather the sales managers. Let’s dig into this. The XI Community Sales Leader’s Group:...
by Kahle Wisdom | Apr 21, 2022 | Podcasts
One of the biggest obstacles to the growth and development of a salesperson — or anyone else – is not their lack of skills and experience, but rather the internal obstacles that hinder their actions. Dig into what holds you back, so that you can break...
by Kahle Wisdom | Apr 14, 2022 | Podcasts
Developing a handful of ‘partners’ is one of the most effective B2B sales strategies. These are customers who are so committed to you that they form the foundation of your revenue. Dig into the whys and hows of creating partners in this article. The XI...
by Kahle Wisdom | Apr 7, 2022 | Podcasts
At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business and there is an equally impressive body of knowledge and infrastructure for the...
by Kahle Wisdom | Mar 31, 2022 | Podcasts
Very soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-Covid normal. The question in the back of every executive’s mind is this:” How do we handle the post-Covid...
by Kahle Wisdom | Mar 24, 2022 | Podcasts
Our times are uniquely characterized by an unprecedented pace of change. If we are going to survive and thrive in this environment, we have to do some different things, and do others much better. One of these is the discipline of purposeful learning. It is the...
