Practical Wisdom from Kahle Way Sales Systems

Is there an ideal ratio of sales reps to sales managers?  That's a question I sometimes field. Based on my work with over 500 sales organizations, I have an opinion.  Join me as we explore the answser. ***********************************************************************          Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47...

In a misguided attempt to stay busy and see as many people as possible, too many sale people subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential "things to do," and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose fr...

After leaving school at 15, Larry Gould eventually built a $100 million company. His story will inspire and motivate you.  Listen as I interview him. ********************************************************************* Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organiz...

  The best salespeople systematically keep track of their activity and regularly use those numbers to refine their approach.   It's a best practice of the best.   Not only can salespeople use the concept, but so can sales managers and Chief Sales Officers. It's a foundational step to building a sales system.   Here's how to do it. *********************************************          Dave Kahle i...

In the most trying circumstances, having a greater purpose can be a powerful mechanism to see you through.   It;'s hard to imagine anuyone being successdful without one.  H ere's my personal story. ********************************************************          Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 coun...

We all know the feeling.   Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor.   No problem with your service, it was just a price issue.           Nothing is more discouraging.   You've spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an eye, you lose the busi...

Customers always create a perception about the sales people who call on them.   Sometimes this perception works for us, and sometimes it works against us.   By intentionally influencing our position with the customer, we can influence the customer's perception and impact the sale.   We can influence the customers' view of us by how we position ourselves. *******************************************...

Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you'll have a difficult time succeeding. Unpack this issue and gain specific ideas and techniques to keep yourself motivated. *************************************************** Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books...

It seems like every sales team eventually confronts this issue. Should salespeople collect?  Does it hinder their abillity to sell, or is it a reasonable completion of the sales process? Join me in dissecting this issue. It isn't as simple as it seems. ********************************************** Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books...

Every serious salespro and professional understands the need to continuially invest in developing themselves. But, how much is appropriate?  In this session, we drill deeper into that question. ********************************************* Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countries and worked with ov...

When I was brand new in my first professional sales position, my manager told me to "Spend 20% of your time planning and preparing for other 80%. You'll accomplish far more than if you don't." I have made that a rule that to live by for 30 years. That doesn't mean that you take every Friday off.   But it does mean that you discipline yourself to adhere to a cycle of planning events and processes....

Our perspectives shape our behavior and set our character.   We can change our perspectives and thereby change our lives. ***************************************************          Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.   In these ten-minute podcast...

If you don't gain control of the quantity of information coming your way, you'll be overwhelmed and rendered ineffective by the sheer quantity of information. Learn two powerful techniques to claw back hours of productive time each week.          Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countries and worked...

In our rapidly changing, distraction filled, chaotic environment, effective time management is one of  our greatest challenges. One solution is to think hard about how to do something most effectively and efficiently once, and then don't think about it again for a long time. When you think hard about the best way to do something, the end result of that thinking project is often a system. Creating...

Is the purpose of a goal to achieve the goal?  Maybe not. Effective time management is one of the greatest challenges for businesspeople today.   Our days are filled with distractions and things to do.   We can easily spend a day being very busy and accomplish nothing. If we are going to gain control of our time, we need some tools to help us.  One of the most powerful is a set of annual goals.  *...

Lots of things care ausing turmoil in the economy.  AI, and the wars in the Mid-East and Ukraine, to name a couple.  How do you guide your business through it? Here are some specific ideas. ************************************************ The X I Community https://www.davekahle.com/introduction/  

Questions from two different sales managers regarding sales meetings. My response may impact your sales meetings.   If you want to create valuable sales meetings, check this out. No more boring sales meetings.  *************************************************** Time Management for Sales Managers;  https://www.davekahle.com/time-management-for-sales-managers/ www.davekahle.com

The idea of cycles in the life of nations and individuals is a well-established phenomenon, with Biblical precedent.   It helps us to understand the current level of turmoil, in the country and possibly in your life. ******************************************** Time Management for Sales Managers https://www.davekahle.com/time-management-for-sales-managers/

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace.   We are in extraordinary times.   We often find ourselves overwhelmed, distracted and insecure.  I call it the Age of Turmoil.  And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. The only sure way to deal with this p...

Unsure of your negotiating skills?  You can take them to another level with a set of principles that will serve you well for the rest of your career.  Absorb author Todd Caponi's insights and gain an insight you can use forever.  ******************************************************************* www.davekahle.com

The quality of your thinking determines the degree of success in your job, your business and your life." We can all acknowledge the truth of that statement. Yet, few of us have ever thought about how we think or done something to improve our thinking skills.   In this piece, I present four simple steps to take that will make an immediate impact on the quality of your thinking. ********************...

"I need to have a lower price!"   Every salesperson has said or thought that at least once in their lives.   From my experience training tens of thousands of B2B salespeople, there are things that we can do, and not do, that will lessen the pressure for a discount. Here are six specific tactics that will make a difference. ******************************************************************* Check o...

One way to navigate the distratactions and complexity of our typacl day is to stop and meditate.  You'll gain more control over your mind and focus more clearly.  That's Aaron Hendon's recommendation and he has the success to validate that.  Join me as we pick his brain. ********************************************************************* Check out the X-I Community www.aaronHendon.com  

Every salesperson wants to do better.  Yet very few -- only one out of twenty -- understand the best way to do that.  Join me as I uncover the hiddent path to sales success.  ***************************************************************** Check out the X-I Community Subscribe to Dave's Newsletters

Find your purpose and build a business based on it.  That's the message from author/entrepreneur Garrett Gundestrup.  Join me as I dig into that message and develop a step-by-step approach. ********************************************************************* Check out the X-I Community Garrett's Free Book