Practical Wisdom from Kahle Way Sales Systems

Are there best practices for salespeople?   Or, does every salesperson develop his/her 'own style of selling?" How you answer that question can impact a sales force and a salesperson' career. Join with me as I dig into this key question.  The Kahle Way Wholesaler/Distributor Selling System The Kahle Way B2B Selling System

Are there best practices for salespeople?   Or, does every salesperson develop his/her 'own style of selling?" How you answer that question can impact a sales force and a salesperson' career. Join with me as I dig into this key question.  The Kahle Way Wholesaler/Distributor Selling System The Kahle Way B2B Selling System

:   "So, what do you think you can do for us?"   The CEO had finally gotten to that question after a couple of hours of introduction to his company and their specific marketing problem.             They had a successful company, selling acoustic panels through architects for buildings that had a sound problem.   A year or so ago, they had developed a new product – a computer-operated sign board th...

I'm often asked to help a company refine their sales force compensation plans.   As a consulting company, that's work that we regularly do.   I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system.             But it's a mistake to think that the compensation plan is the entire solution.   It's only a part. The Kahle Way Sale...

If you want to improve the productivity of your organization, and particularly your sales team, focus first on the structure.   When you change the structure, you change the behavior of the people who operate within that structure.   Let me explain.

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. The Kahle Way B2B Selling System

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 Kahle Way B2B Selling System 

I'm afraid for the future of our country. I'm afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing.   In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective...

One of the most common complaints I hear from my clients is this:   "I can't seem to motivate the sales people to call on prospects and develop them into new customers."           There is a relatively simple, fun and inexpensive way to remedy this situation.   It's called a sales blitz.   Unfortunately, few companies are even aware of it, and fewer yet use it. The Sels Master's Approach to Acquir...

Growing your sales is a goal for almost every business. The challenge is so great, however, that it spawns lots of mis-guided methods. Here are the four most common mistakes sales leaders make from a consultant who has worked with hundreds of them.

: "Can you boil down your advice to one word?"           That's what a seminar participant asked me.   "No," I said, "but I can boil it down to three:   Focus, focus, focus."   I said that because I see 'focus' as the solution to a number of modern dilemmas .

Whether you are a small businessperson or a professional salesperson, you can utilize a powerful strategy to take your performance to dramatically higher levels -- leverage.   Leverage revolves around the idea of multiplying the effects of some effort to gain more value from it.   Leverage will take you to a higher level.

In recent years I've seen a deeper degradation in the learning potential of the work force fueled by a growing inability to concentrate.   I'm afraid that much of the adult population in this country has become so conditioned to sound bites, texts and tweets that they have lost the discipline to "do the work." Like an unused muscle, their ability to concentrate has atrophied.   On the one hand, th...

How do you effectively and consistently grow your business?   One common mistake is to pursue a strategy I call popcorn, instead of building a solid sales system.

Focusing on one or more target markets is one of the key processes to building a successful sales system for your business or practice. But, business people are often unsure of how to go about the process of identifying those markets that hold the greatest potential.   Here are seven strategies to help you identify your highest potential target markets.

One of the biggest decisions a business makes is the decision on which market segment to focus.   'Market segment' is the term that describes a group of suspects and prospects who have something in common. One of the most powerful principles of effective sales systems principles this:   Define your target market as narrowly and precisely as possible. In this podcast, we unpack that powerful strate...

We all have a sense that things are changing rapidly these days. It is more serious than that. We have entered into the Age of Turmoil and our ability to recognize and navigate it will be the single biggest challenge for the rest of our careers. The XI Community. Learn More Here

There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels. One of that handful of activities is the creation of a value-added position (VAP).   Next to the company's vision, mission and values statements, a VAP contains...

: For all but the new and the internally driven salespeople, straight commission plans merely reward the content sales person to maintain the status quo. Let's consider this together.

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 pric...

One or more of your salespeople has leveled off.   Their performance hasn't improved much in the last few years.   You know that these experienced salespeople can do better, but they seem unable or unwilling to break out of a certain level of performance.   You are scratching your head, frustrated, and losing sleep at night wondering how to improve the situation.   What do you do? Here's a simple,...

  " Plans fail when there is no counsel, but they succeed                      when  advisers  are many." ( Proverbs 15:22)   This is an often-quoted verse, a piece of advice from King Solomon, the wisest man who ever lived. While the advice doesn't appear to be pointed only at businesspeople, the application of that wisdom can make the difference between success and failure for a businessperson....

What's gunk?   Any practice that detracts from the salesperson spending time with customers.   In other words, other things the outside salespeople do instead of meeting with customers. Let's drill deeper into Gunk, determine if you, or your salespeople are guilty of any of it, and begin to fix it. The community for Excellence & Influence -- Learn more.

It seems like more and more business people have lost the ability to say no. That's too bad.   Being able to say no is a higher level skill that is advantageous in both business as well as life in general. Those who don't master the art of saying no are forever doomed to an immaturity in their business skills, while those who can and do say no operate at a higher level of skill and social finesse.

The biggest cost in a sales team is often invisible and unacknowledged.   Yet, it costs the company more in opportunities lost than any other single issue. Many sales managers aren't even aware of it.   Let's take a look. The Kahle Way(r) B2B Selling System: https://www.thesalesresourcecenter.com/immersion-b2b-sales/ The Kahle Way Distributor Selling System https://www.thesalesresourcecenter.com/i...