Practical Wisdom from Kahle Way Sales Systems

      Many businesspeople are confused about how to invest in developing themselves and their employees.   In this post, I share some out-of-the-box thinking that can provide you with a strategy for development that will change the trajectory of your business.   **************************************************************************        Dave Kahle's goal is to provide sales leaders and small...

Very often, the reason we don't meet our potential is less our lack of skills and more the internal hindrances that inhibit our performance.   In this podcast, we uncover this truth, and help you apply it. ************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immedi...

For 30 years I've been training B2B sales forces to sell better.   I've noticed this – that any group of salespeople, 20% to 30% are eager to learn and enthusiastic about trying some of the practices I teach.   Of the remainer, some will try to apply some of the lessons, and others will fail to adjust their behavior at all. What is it that distinguishes the eager learners from the rest of the pack...

"What do people think about you when you are not there?" That's Steve's definition of what a personal brand is.  Join me as I dig into the details of creating and managing your personal brand in this interview with Steve Miler. *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionabl...

:   I've learned some lessons in my 30+ years of sales consulting.   One is this:   There is almost always a bottleneck in a company's sales systems.   Typically, the executives are too involved with the trenches to take a big picture perspective and identify and fix the bottleneck.   In this piece, I look at three business models: Solopreneurs, small sales forces reporting to the CEO, and larger...

Sales meetings don't have to be boring.   You can organize better sales meetings with just a little bit of revised thinking. I'll show you one way to do that   in this podcast. *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your s...

What sets the best salespeople apart from the masses?   I've pursued that question for a lifetime.   Here's my answer. ************************************************************************        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,...

Paul Graeve, the founder of the Data Group, shares unique insights on the role of data in a business.  You'll gain some insights and ideas that may  transform our 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 per...

The idea of entertaining your customers is often an after-thought for many entrepreneurs and salespeople.   From my experience, strategically entertaining your customers is one of the best things you do.   Join me to unpack this issue and gain several 'how-to- tips. *************************************************************************        Dave Kahle's goal is to provide sales leaders and sm...

      When something needs fixing – a process, a person, a piece of hardware or software, -- we often seek to fix the problem and bring that thing back to where it was before we became aware of the problem. In other words, we seek to restore the previous status quo.   But what if that isn't the best idea? Join with me as we unpack this concept – one of the 25 most important lessons I've learned. *...

Sales managers are the glue that hold sales forces together. Yet, they are often the least trained of any job title in the world of sales.     Let's do a deep dive in how important they really are. *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immed...

We have learned to immediately react to   a problem by trying to fix it. But what if, in our rapidly changing world, fixing a problem isn't the wisest reaction?   Let's explore another possibility.           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 sale...

We often get so caught up in the details of a sale and quantity of transactions that we fail to regard the value of our customers.   Sales is about people, not money. By putting an economic value to every customer it lifts them up in our radar screen and provides important information to help make decisions about sales and finances. In this article, I'll show you how.    Dave Kahle's goal is to pr...

For 30 years I've been training B2B sales forces to sell better. I've made some observations about the 25 most important lessons I've learned.   In this post, I will describe one of them:   Most people don't think deeply.   Join with me as I unpack this.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact o...

       Almost every B2B sales organization has a Primary Sales Obstacle – one place in their sales efforts where some improvement will make a disproportionately large impact on sales.   In this post, I describe the reasons why the obstacle exists, identify the most common obstacles for three different business models, and offer solutions to each.     ***********************************************...

      Too many salespeople make the same mistakes repeatedly in their sales presentations. Unfortunately, most are not aware of those mistakes – they just don't know what they don't know. In this podcast, we uncover the three most common mistakes and offer solutions to them.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make...

If we chose to, we learn more from our failures than we do from our successes.   Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let's unpack this.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an i...

        It's human nature to resist change.   But, in our rapidly changing times, mindlessly grasping onto the status quo can lead to mediocrity.   If we are going to survive and thrive in these times, we need to relentlessly examine our hold on the way things have been and consider better approaches.        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical acti...

There is a powerful strategy that most B2B salespeople, and B2B organizations, ignore. That's too bad, because it is one of the most powerful ways to build long-term positive relationships. Let me show you how to   leverage satisfaction.        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 perf...

Snippets are powerful tools for a professional salesperson. You can use them in multiple places in the sales process, improving every piece.   This article examines the what's how's and why's of using snippets.        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...

      We've all done it.   Promoted a good salesperson, often our best, to sales manager.   My files are full of cases where the results were below expectations for everyone involved.   Principals and CSOs are often disappointed in the lack of results, and the sales managers are confused and frustrated with the lack of achievement of their teams. ***************************************************...

        "I have great relationships with my customers."   That is one of the most debilitating myths around -- one that cripples the performance of the average corporate salesperson.   Yet, it is endemic within the population of salespeople.   I am not sure that there is a salesperson anywhere who doesn't, to some extent, believe it.   Let's look a little deeper at the belief and its consequences....

      There is a great lesson for businesspeople in the struggles of contestants on American Idol and Sha k Tank. .There is a fine line between perseverance and self-delusion. Understanding that difference can make a huge difference in a life and a business.   Here are some tips on making the distinction.        Dave Kahle's goal is to provide sales leaders and small business people with practical...

        A question from a sales manager:  "Here's an issue that I confront with my salespeople all of the time.   They are afraid to press for the next step, because they don't want to experience the rejection of hearing a "NO."   So, they try to keep the sale alive by not asking for resolution.   This keeps them involved with customers who aren't interested and prevents them from moving on.   Any...

There are a lot of misconceptions about sales and what constitutes a good sales call.   Whether you are a professional salesperson, or you find yourself in a situation where you must convince people to do business with you – say a solopreneur, or small business person   -- you need to manage a good sales call.   In this podcast, I present a couple of easy to remember principles   and a simple stru...