Practical Wisdom from Kahle Way Sales Systems

Author/consultant/ceo Justin Price shares some innovative ideas for growing your business.  If your sales & marketing efforts have gone stale, tune in. *********************************************************************          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 sa...

One of the primary differences between the successful companies (and individuals) and the mediocre, is the ability to learn , change and grow. Successful companies build that into their cultures and disciplines, while mediocre companies (and individuals ) do not.           One essential component of that core competency of the discipline of learning from the past. Successful companies and individu...

Goal setting is one of those hallowed practices that belong in every leader's arsenal. We've all heard that people who set goals are far more successful than those who don't.   And every well-run business has a policy and a practice of setting annual goals for its various operational departments.   And yet, there are times and situations where it may be appropriate to do something else. **********...

Salespeople are sick of hearing "Your price is too high."   But, what if the real issue isn't the price?   Here's a secret that almost nobody knows, including all those gurus telling you to sell value.   They don't always buy the best value.   But, they can invariably be counted on to buy the lowest risk !         The biggest issue in the minds of your customers and prospects is not price, and it...

If you want to improve your sales results, first focus on the quantity and quality of sales calls.   While this may sound blatantly obvious, it's often neglected, and more rarely ever the focus of an organization's efforts. Yet, it's the keystone event in the sales process. Whether you are a salesperson, a sales leader or the Chief Sales Officer, you can use this concept to make a difference in yo...

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 be achieved by sharpening the structure of your sales organization. ************************************************************ Dave Kahle is a...

In our surveys, CEOs indicate "on the job" training as the predominant method of developing salespeople.   If everyone is doing it, it must be OK, right? Maybe not.   Let's look a little closer. The Excellence & Influence Course for Sales Leaders

Relationships are the key to B2B sales.   But implementing a process to dramatically enhance those relationships is another story. That's where entertaining comes in.   Many salespeople never consider it.   Yet, it can, and has, provided a competitive advantage if you do it right.   In my own experience, I can trace a $2 MM account directly to an entertaining event.   And the biggest, richest sale...

Our culture promotes finding the easiest solution. That often means that we don't develop the skills, attitudes and character traits necessary for a successful life.   Easy,   as manifested by A.I., is a slippery slope that too often thwarts our development and renders us ill equipped for success on the job and life. ***************************************************          Dave Kahle is a B2B...

It's more about elminating the negatives then emphasizing the positives. That's Matt Sucha's premise as he presents something truely new in selling!  This interview can transform your sales results! ********************************************************************* Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11...

Building rapport with any and all customers is a fundamental sales skill.   Yet, few salespeople have been trained in the specific tactics to do so. In this piece, I share seven specific and proven techniques you can use to   build rapport. ***********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with prac...

:   "We are discussing the role of the salesperson in collecting bad paying accounts.   We don't want to turn the salespeople into collection agents, but we do see a role for them.   What are your thoughts?"   Join with me as we take a deep dive into this question. *****************************************************************************        Dave Kahle's goal is to provide sales leaders and...

There is a lot of advice out there on how to be a success.   ""Think big," "Give first," "Create goals,"" "Be vulnerable," "Create relationship,"   The list goes on.   It's all good advice.   But I don't see many people talking about one of the core character traits that define successful people – self-discipline. Let's dive deeply into it. ***************************************************      ...

Who could or should buy this? That's one of key decisions a businessperson makes when initiating a new effort or new product. The answer may not be as simple as it seems.   Use some nuances to sharpen your sales efforts and generate better results. ******************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical act...

:   Sales managers are familiar with goal setting with their sales team, but what about goals for themselves?   In this podcast, I drill down deeply into that issue, providing a playbook for sales managers to create goals for themselves. ***************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas...

In our surveys, CEOs indicate "on the job" training as the predominant method of developing salespeople.   If everyone is doing it, it must be OK, right? Maybe not.   Let's look a little closer. *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediat...

Why do we make mistakes?   One reason has to do with our natural human tendency to use 'fast' thinking in situations calling for 'slow' thinking. If we can easily recognize those situations that call for slow thinking we'll go a long way to eliminating mistakes and improving our outcomes. Here's a solution. ****************************************************************************        Dave Ka...

How do you build a business when you have little money for sales and marketing?   That's a question I field in this piece.   Most small businesses fail because they don't do sales well. Join me as we look into this. ************************************************************************ Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can...

Improve teamwork, unleash the potential of your sales team! That just a couple of the good things that will happen when you embrace servant leadership. Join me as I interview Max Cates, the expert on servant leadership for sales managers about his new book.  *********************************************************************        Dave Kahle's goal is to provide sales leaders and small business...

In this Q&A from a sales rep, I respond to a question about the fairness of the compensation plan. My response may not be what you'd expect.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.           Dave is a B2B sales expert, and a Christian Business thought leader.   He has...

We've all heard about the importance of acquiring the right people, and putting them in the right places. But, is that the whole story to building a successful business?   My experience has led me to a different conclusion. Join with me as we take a deep dive into systems or people.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that c...

I know you are concerned with sales.   It's easy to determine how well your people are selling to your customers.   But your customers are more concerned with how well they are being served by your salespeople.           Why is that important?   Because you are in it for the long run.   In one sense, your business is not really a sales business, it's a relationship-building business. In this podca...

Over the past 30 years, as I have worked with tens of thousands of B2B salespeople, I've noticed that certain beliefs hinder a salesperson's development. One of the most common and most destructive is the belief that "I knew that."   Let me explain.   See if this hinders you.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make...

A client described this situation:   Business is flat, and he's unable to get his sales force to promote the lines that he wants to promote, he's unable to get them to use some of the new technology that the company wants them to use, and he's unable to get them to prospect for new customers.   He's faced with an experienced sales force, who for the most part, are unmanageable. How does he manage...

Becoming a learning organization – gaining the ability for an organization and its people to change in response to the changing world around them – is the ultimate success skill for the Information Age. Join with me in a deep dive into how to lead this ultimate strategic initiative. ****************************************************************        Dave Kahle's goal is to provide sales leader...