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Planning and Preparing

Practical Wisdom from Kahle Way Sales Systems

Release Date: 09/14/2017

When Solving Problems Isn't a Good Idea show art When Solving Problems Isn't a Good Idea

Practical Wisdom from Kahle Way Sales Systems

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 sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states...

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How to Use Simple Metrics to Amplify Your Sales show art How to Use Simple Metrics to Amplify Your Sales

Practical Wisdom from Kahle Way Sales Systems

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 provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.        ...

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Most People Don't Think show art Most People Don't Think

Practical Wisdom from Kahle Way Sales Systems

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 on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought...

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How To Identify & Eliminate Your Primary Sales Obstacle show art How To Identify & Eliminate Your Primary Sales Obstacle

Practical Wisdom from Kahle Way Sales Systems

       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.    **************************************************************************       Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable...

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Sales Presentations -- The Three Biggest Mistakes Salespeople Make show art Sales Presentations -- The Three Biggest Mistakes Salespeople Make

Practical Wisdom from Kahle Way Sales Systems

      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 an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian...

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Learning from Failure show art Learning from Failure

Practical Wisdom from Kahle Way Sales Systems

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 immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought...

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Are You Resistant to Change? show art Are You Resistant to Change?

Practical Wisdom from Kahle Way Sales Systems

        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 actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B...

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Are You Neglecting The Most Powerful Long Term Sales Strategy? show art Are You Neglecting The Most Powerful Long Term Sales Strategy?

Practical Wisdom from Kahle Way Sales Systems

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 performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books,...

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Are You Using Snippets to Improve Your Sales Conversations? show art Are You Using Snippets to Improve Your Sales Conversations?

Practical Wisdom from Kahle Way Sales Systems

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 a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and...

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Why Great Salespeople Often Make Mediocre Sales Managers show art Why Great Salespeople Often Make Mediocre Sales Managers

Practical Wisdom from Kahle Way Sales Systems

      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. ************************************************************************ Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your...

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The average sales person works about 48 hours a week, but only spends about 10 percent of that actually talking to customers and prospects. Doesn't it make sense to make that 10 percent as valuable and productive as possible?  That's what effective planning does for you.