Practical Wisdom from Kahle Way Sales Systems

Wouldn't it be great if your reactive people could make some out-bound proactive calls?  That's the situation a listeners described in a Q&A from a sales leader.  My response may surprise you.  *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate...

You have an experienced salesperson who seems to have lost interest in the job.  What do you do?  That's the question asked by a sales manager.  Listen to my response -- four specific possibilities. *****************************************************************         Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immedia...

How do I make service more tangible to our customers?   That's a question I received from a sales manager.   My response is a step by step process. ***************************************************************************         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.     ...

Entrepreneur Mark Gerson maintains, in his new book, "God Was Right" that the first five books of the Bible -- the Torah -- contain all the information one needs to be successful in life and in business. Join me as I explore this with him, and gain a couple Biblical insights into success.  ******************************************************************** Dave Kahle's goal is to provide sales le...

Chances are, if your business is at all successful, you are going to the issue of funding your business growth: a larger space, more computers, more sophisticated software, and more equipment.   You'll have to buy raw materials, build your inventory and hire additional people.   You'll need to invest in continual training and developing your people.           How do you do that?   Here's a look at...

In a world characterized by over whelming distractions and the constant temptation to a transactional view of sales, "getting important" can provide focus, purpose and incredible rewards for those who can execute.   ********************************************************************* Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma...

        Sooner or later, almost every B2B salesperson slides, often unknowingly, into comfort zones.   They find themselves doing the same things, almost mindlessly, because they have become comfortable.   Here's how to deal with this, from a sales manager's point of view. ************************************************************************* Dave Kahle's goal is to provide sales leaders and sm...

Here's a question I received from a sales manager --  Q.   I wanted to do some sales training last year, but it just wasn't the right time for it.   We had too many things on our plate.   Looking at our calendar this year, I am coming to the same conclusion.   Am I ever going to have time to do sales training? Will it ever be the right time? Listen to my response.  ********************************...

      Sooner or later, almost every sales manager must face the difficult decision as to whether or not to terminate the employment of a salesperson. In this podcast, I provide some principles to help you with that decision. **************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actiona...

  One of the best ways to supercharge your personal development is to set goals.   In this post, I reply to a question about goal setting for personal improvement, with guidelines for every sales executive. ***********************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immedi...

Every professional and field salesperson must deal with discouragement when something goes poorly.   The challenge is to keep motivated, even in the face of adversity.   Here's a proven three-step process to help you. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable idea...

How do you sell when the competition has exactly the same product?   Are you reduced to being the low price?   Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and, therefore,   resort to discounting.   Here's a proven, effective approach. *************************************************************************        Dave Kahle's goal is to pr...

Which of these two choices is more likely to result in an effective salesperson: Hiring someone with technical expertise or industry experience and training them to become a salesperson Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job? Join me as I dissect this question. *****************************************************************...

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 giving 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.    ***************************...

There are lots of things you can do to improve your sales - both individually as well as corporately.  However, one initiative rises to the top as the one that will make the biggest impact on a person's and a company's sales productivity.  In this podcast, I answer a sales manager's question, and detail the step-by-step process to implement it.  ****************************************************...

         I can unequivocally state that there is a 99% chance that you will have a miserable, time consuming, disappointing experience when you attempt to employ your first salesperson.   In this article, I show you why, and provide some   ways to improve the likelihood of making a good hire. *************************************************************************** Dave Kahle's goal is to provid...

      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...