Practical Wisdom from Kahle Way Sales Systems

Review my answer to this question :   Here's a question about best practices for B2B sales and sales leadership that I struggle with almost daily.  I'm definitely known for having very high expectations that aren't so easy to meet.  I wondered if you could elaborate on what strategies you have seen succeed regarding this, because while I'm sure open to changing my attitude, I'm not thrilled with l...

      Do great B2B sales people, regardless of what they sell, have any practices in common?   In other words, do the best sales people all sell the same way? And, can we learn from them?   Dig into this issue and develop a plan to enhance your career.        Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countri...

Over my career as a sales expert, I've personally and contractually worked with over 500 sales organizations. I've learned some things.   Here's one:   Very few chief sales officers have a good handle on the economics of the sales force.   And very few entrepreneurs think about the economics of a sales system.           Almost everyone can tell you what the amounts of the various categories on a P...

         Sales leaders who don't have the ability to direct their sales force are at a strategic disadvantage.   It's hard to grow a successful business if the salespeople won't take direction.   In this post, we explore that and offer a solution.        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 an...

     There have been hundreds of books written about sales, each trying to make a case for their particular nomenclature. Yet, at the most basic level, sales is a relatively simple process.   In this excerpt from one of my books, I share the simple sales process.          Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 states a...

     This is my answer to a question submitted by a sales manager:   How many sales calls should a salesperson make? The answer may surprise you.        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 podcasts, his unique blend of out-of...

      Probably the most common sales process in the B2B world is 'creating a client".   That's my terminology for influencing a customer to buy routinely and repeatedly from you.   Every organization and every salesperson can do it better.   Here's some insights on how to.        Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47...

The decision about who to hire for a sales position is one of the riskiest and potentially costly decisions a sales manager will make. Over my 30 years as a sales consultant, I've learned some lessons.     Here are some of the best practices to help you make it better.        Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 stat...

      Most conversations about improving a sales team's productivity center around the salespeople.   At the same time, it is just as effective to refine your sales system's structure.   In my 30 years of   sales consulting, I've found that the quickest way to improved sales is through refining the structure. Join with me to unpack this idea.        Dave Kahle is a B2B sales expert, and a Christia...

For 30 years I've been training B2B sales forces to sell better. I 've learned some things.   This is one of the 25 most important lessons' I've learned – that you can choose your thoughts, and thus control your attitudes, your behavior and your destiny.        Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 count...

        It seems that almost everyone wants to jump to a conclusion based on a 20-second sound bite solution, instead of taking the more time-consuming but more accurate process-oriented path. The consequences are huge, and most people have never considered them. That's one of the 25 most important lessons I've learned.        Dave Kahle is a B2B sales expert, and a Christian Business thought lead...

In this podcast, I respond to this question:   My new sales manager is having a difficult time getting our experienced sales force to execute a number of the changes we have implemented in the past year.   Any suggestions?        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...

        How often have you gained a good idea, decided to implement it, but failed to put it into action?   Our inability to convert ideas into action is a universal part of human nature.   But if you could, you'd supercharge your personal and professional growth, become more confident and competent, and be more successful and fulfilled.   Let's dig into this issue.        Dave Kahle is a B2B sale...

In this session, I  respond to these two questions:  1.    Q.   Dave, I'm a sales manager, and I'm increasingly losing my patience with salespeople who constantly whine and complain.   Any thoughts on how to handle the chronic whiners?  2.  How do you deal with potential sales people who think they are 'entitled'?        Dave Kahle is a B2B sales expert, and a Christian Business thought leader.  ...

:   " I'm spending more and more time dealing with information.   It's squeezing out my selling time." Welcome to the information age.   You are not unique.   This problem of information inundation is a relatively new but almost universal threat to your livelihood.   Four or five years ago, sales professionals were not too concerned with it.   Today, it can make or break your career.   Let's unpac...

      The world is changing more rapidly today than at any time in human history.   Unfortunately, these forces of rapid change have brought a cloud of confusion to CEOs and sales executives trying to grow their businesses.   One of the most common sales and marketing mistakes is a set of actions I call "popcorn."   Consider it with me.        Dave Kahle is a B2B sales expert, and a Christian Busi...

      Why are most people not as successful as they could be? Their greatest obstacles reside inside themselves.   They continue to look outside of themselves instead of working on internal issues.   Unpack this with me.        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 sale...

      There is something about adversity that has the power to linger forever in our memories, shaping our character and molding our behavior for the rest of our life.   We can use it to grow and become better people, if we let it.       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 ove...

I call it FIP .   Fine in the Past .   It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but are no longer effective.   The past is everything that's pre-2018. I still recall a poignant moment with an attendee at one of my seminars.   During the break he came up to me and said this: "I've been in business for sev...

      Recently, one of my clients recommended that I compile a series of posts on the most important lessons I've learned over my 30-year career as a consultant working with over 500 different organizations.   This is one of them:   Most people would rather believe a comfortable lie than accept an uncomfortable truth.       Dave Kahle is a B2B sales expert, and a Christian Business thought leader....

       In B2B sales, you always do better narrowing your focus than expanding it. Defy conventional wisdom and your own instincts and drill down into this – one of the 30 most important lessons I've learned in 30+ years of sales training and consulting.        Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countr...

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.   And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. The only sure way to deal with this pace of change is to nurture th...

Imagine what your company would be like if you had a group of sales masters .       Your customers would be committed to you.   Your market share would constantly grow. Your suppliers would be lining up at the door to get you on their side and to offer you special deals.   Only the wildest dreamers could think of the things you would be able to do with your business.   You'd be immensely profitabl...

       The world is changing around us at a pace that is unprecedented in human history, and unless we change ourselves and our organizations at least as rapidly as the world we inhabit, we will fall behind. The implications are staggering. In this post, I share another of the 25 most important lessons I've learned over my 30-year career. Dave Kahle is a B2B sales expert, and a Christian Business...

Why is it so difficult to change our behavior?   Why are managers and leaders frustrated in trying to help people do better and sell better?   The stealth cause is an aspect of human nature that is rarely acknowledged and even more rarely overcome.   Join me in drilling deeper into the issue and offering some solutions. Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   H...