Are You Investing the Right Amount in Sales & Marketing?
Practical Wisdom from Kahle Way Sales Systems
How do you know if you are investing in sales and marketing appropriately? Because of my work with sales forces and sales systems, I’ve created a formula to measure the productivity of a salesperson, a sales team, and the company’s sales and marketing efforts as a whole. Using that, we’ve developed some benchmarks. See if you, your team, or your company is investing appropriately in sales and marketing. ***************************************************************************** Dave Kahle’s goal is to provide sales leaders and small...
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Reluctance to Call on Key Accounts
Practical Wisdom from Kahle Way Sales Systems
“How do I get my team to call on key accounts?” -- That’s the question from a frustrated sales leader. Join me as I tap into 30 years of experience to respond. It may not be the answer you’d expect. ************************************************************************** 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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Everyone Has Two Jobs
Practical Wisdom from Kahle Way Sales Systems
In these turbulent times, the world is changing at an unprecedent pace. Those who survive and thrive in this world will commit to ‘two jobs’ strategy to prepare themselves for the opportunities that accompany our changing times. ************************************************************************* 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...
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Taming Your Money Monster
Practical Wisdom from Kahle Way Sales Systems
We al struggle to overcome the issues we encountered in our childhood. Among other things, they form our attitudes towards money. IN this revealing interview, Author Doug Lynam shares insights on how we formulate our "money monsters," and how to tame 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...
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Frustrated! Q & A for Sales Leaders
Practical Wisdom from Kahle Way Sales Systems
In this piece, I field two questions from frustrated sales managers on motivating their teams. Where do you start? If you have ever been frustrated, check this out. ************************************************************************* 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 a Risk-Taker?
Practical Wisdom from Kahle Way Sales Systems
What are the characteristics of a professional? There are many, but one is 'the tendency to take risks." Join me as I unpack this and measure yourself against this standard. ************************************************************************ 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...
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Tenacity!
Practical Wisdom from Kahle Way Sales Systems
Andee Hart is a successful entrepreneur with practical advice for others. Listen as I interview and dig into her successful 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 performance. Dave is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11...
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They Aren't You!
Practical Wisdom from Kahle Way Sales Systems
They aren’t me! That was a realization I came to in my first management job. It transformed my career by changing my expectations. It could be the same for you. Let’s unpack that. ********************************************************************** 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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When Yesterday's Sales Strategies Hold You Back
Practical Wisdom from Kahle Way Sales Systems
Our world is moving so fast that many businesses are suffering because of practices that were fine in the past, but are now obsolete. Check out these common practices and their more effective alternatives. ********************************************************************** 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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Pro-active Calls From Re-active People?
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 impact on your sales performance. Dave is a B2B sales expert, and a Christian Business thought...
info_outlineCall reluctance is what we call that feeling that every sales person experiences at one time or other -- you're hesitant to pick up the phone or visit a new person because you feel like you may be rejected, or you are interrupting the customer's day. The issue then becomes that your feelings limit your actions and reduce your effectiveness.
In order to be effective, you need to overcome those feelings. Learning to deal with call reluctance is one of the skills of the best salespeople.