When Fixing Things Is Not The Best Idea
Practical Wisdom from Kahle Way Sales Systems
When something needs fixing – a process, a person, a piece of hardware or software, -- we often seek to fix the problem and bring that thing back to where it was before we became aware of the problem. In other words, we seek to restore the previous status quo. But what if that isn’t the best idea? Join with me as we unpack this concept – one of the 25 most important lessons I’ve learned. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas...
info_outline
How Important Are Sales Managers?
Practical Wisdom from Kahle Way Sales Systems
Sales managers are the glue that hold sales forces together. Yet, they are often the least trained of any job title in the world of sales. Let’s do a deep dive in how important they really are. ********************************************************************* 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_outline
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...
info_outline
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. ...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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,...
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.