Practical Wisdom from Kahle Way Sales Systems

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...

How do you know if you are investing in sales and marketing appropriately?   Because of my work with sales forces and sales systems, I've created a formula to measure the productivity of a salesperson, a sales team, and the company's sales and marketing efforts as a whole.   Using that, we've developed some benchmarks. See if you, your team, or your company is investing appropriately in sales and...

"How do I get my team to call on key accounts?"   -- That's the question from a frustrated sales leader.   Join me as I tap into 30 years of experience to respond.   It may not be the answer you'd expect. **************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can m...

          In these turbulent times, the world is changing at an unprecedent pace. Those who survive and thrive in this world will commit to 'two jobs' strategy to prepare themselves for the opportunities that accompany our changing times. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with prac...

We al struggle to overcome the issues we encountered in our childhood.  Among other things, they form our attitudes towards money. IN this revealing interview, Author Doug Lynam shares insights on how we formulate our  "money monsters," and how to tame them. ************************************************************************        Dave Kahle's goal is to provide sales leaders and small busin...

In this piece, I field two questions from frustrated sales managers on motivating their teams. Where do you start? If you have ever been frustrated, check this out. *************************************************************************        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 per...

What are the characteristics of a professional?  There are many, but one is 'the tendency to take risks."  Join me as I unpack this and measure yourself against this standard. ************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your...

Andee Hart is a successful entrepreneur with practical advice for others.  Listen as I interview and dig into her successful business.  ********************************************************************        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...

They aren't me! That was a realization I came to in my first management job.   It transformed my career by changing   my expectations. It could be the same for you.   Let's unpack that.   **********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impa...

Our world is moving so fast that many businesses are suffering because of practices that were fine in the past, but are now obsolete.   Check out these common practices and their more effective alternatives. **********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma...